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Pricing

The Reason You Shouldn’t Pay The Lowest Price

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I love this quote, often attributed to John Ruskin…. “There is hardly anything in the world that someone cannot make a little worse and sell a little cheaper, and the people who consider price alone are that person’s lawful prey. It’s unwise to pay too much, but it’s worse to pay too little. When you [...]

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Dealing With Premature Evaluations

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You’ve always been told to build up the value in your products and services before talking about the overall costs, as that reduces the chances of people negotiating for discounts and haggling over the price. After all, if they can see the worth of what you have, price becomes a secondary issue. You know, though, [...]

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Price Objection? Is It The Price Or The Cost?

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Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off [...]

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Can You Change The Price Only Prospect Into A Good Loyal Client?

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In a recent post, “4 Powerful Reasons To Walk Away From The Price ONLY Prospect,” I detailed how and why you need to walk away from that POP (Price Only Prospect). That is the prospect who cares nothing about service, value, or even reputation and is only concerned with, “How much?” Even if you give [...]

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4 Powerful Reasons To Walk Away From The Price ONLY Prospect

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Invariably, as a professional sales person, you will run across that prospective customer who is only concerned with the price. I am talking about that buyer who can only see how much the product or service costs and nothing else, including quality, service, longevity, reputation, or even the value of YOU. This prospect usually leaves [...]

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