There’s a problem afflicting millions of salespeople every single year: Premature Price Conversations. Like the other premature affliction, it leaves both parties feeling underwhelmed, disappointed, and maybe even a little embarrassed.
Should you publish your pricing on your website? This is a contentious question, and one without a clear cut answer. Here’s the reasons why and why not to publish pricing on your website.
Branding on price is very hard, if not impossible to defend. The issue is there can only be one cheapest provider at any time. Everyone else is more expensive. Think twice before positioning on price.
One stop shopping is not a value proposition, it’s a compromise. Great brands are not all things to all people. Trying to serve everyone is a formula for losing your competitive advantage.
You can have the best product in the world, but if you're customers don't recognize its quality they won't value it. During the 1970's Chivas Regal was a struggling brand. It claimed to be a premium whisky, but it was largely indistinguishable from its competitors. To...
I used to think the best way to increase prices and achieve higher margins was to add more value to my services. I believed the more value I could bring to my clients the more I would be rewarded. I was wrong. Value has nothing to do with price. Just look at the...
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