pricing issues

The Reason You Shouldn’t Pay The Lowest Price

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 pay too much, you lose…

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Dealing With Premature Evaluations

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, that in today’s business environment,…

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How To Sell A Price Increase To Your Clients

Increasing graph on a chalk board

During the 1970’s and 1980’s, price increases were common and expected. In the past 10 years, however, we’ve all grown used to lower inflation and the overwhelming impact of the credit crunch and the worldwide recession. Today, prices are increasing again and it’s an inevitable part of business today that we can’t let ourselves avoid dealing with price increases. How…

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3 Ways to Deal With Price Pressure

PRICE on wooden blocks with mini figure

The most frequently asked question we get asked on our sales courses is the one related to price. ‘How can we resist the temptation to give away the shop? We’re not a charity, but our customers often think we are’. It’s a common complaint. Even though there’s no doubt in your mind that your product or service is worth every…

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