Tag: The Sales Blog

Taking Money out of the Solution | The Sales Blog

Taking Money out of the Solution | The Sales Blog

The money that your prospective client takes out of your pricing is money they are taking out of the outcomes and results they are trying to produce. Your prospective client doesn’t realize this is what they are doing. They don’t understand that without allowing you to invest that money on their behalf through your solution, […]

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

Sale leaders underestimate just how much impact their sales force can have on the execution of their strategy. If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This may or may not be […]

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get questions around your higher price, and because you are continually compared with your lower-priced competitors, it’s easy to conclude that your higher price makes selling more difficult. This is categorically untrue. Your higher price […]

How to Avoid the Need to Defend Your Price | The Sales Blog

How to Avoid the Need to Defend Your Price | The Sales Blog

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price? Here’s the best recipe I know: Open opportunities and get there […]

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

There is only one thing that will allow you to successfully compete against lower prices. That one thing is the perception of greater value. Valued The impediment to higher prices is the perception of value. The question is what do you do to justify the higher price that your prospects perceive as something worth paying […]

How You Should Think About Your Higher Price | The Sales Blog

How You Should Think About Your Higher Price | The Sales Blog

I never speak to companies that have the lowest price in their category. Instead, I spend time with companies—and people—who have a higher price than their competitor’s because they create greater value. Some of the people who work for these companies are totally confident in their price and the value they create. They lead with […]

Offensive or Defensive Pricing Reveals | The Sales Blog

Offensive or Defensive Pricing Reveals | The Sales Blog

Using Pricing to Differentiate When your price is higher because you create greater value and need to capture more to deliver it, it often makes better sense to go on the offensive and immediately disclose your higher pricing—especially when you can easily justify a higher price. By sharing the price very early in a conversation, […]

What You Signal When You Move Price in the Wrong Direction | The Sales Blog

What You Signal When You Move Price in the Wrong Direction | The Sales Blog

Price is a Shortcut Pricing is a heuristic; it’s something that lets us learn something for ourselves. When you buy something that you believe is a bargain and it fails to deliver value, you have learned that lower price often means  you are making concessions when it comes to value. When you pay more, you […]

Maintaining Pricing Discipline | The Sales Blog

Maintaining Pricing Discipline | The Sales Blog

Pricing discipline is the key to protecting your business model and sustaining profitable growth. Pricing too high, or too low, can kill your business over the long term, or really quickly. Pricing Too High Some companies with a low price model make the mistake of charging some client more specifically because the client is naïve. […]

Why Your Dream Client Wants a Lower Price | The Sales Blog

Why Your Dream Client Wants a Lower Price | The Sales Blog

It is easier to find a lower price than it is to make the changes that improve your performance. This is why so many of your prospective customers are laser-focused on price. It’s easier to find someone to reduce the price you pay than to change what you believe. It’s easier to believe that your […]