Figuring out what to charge for your product may seem as simple as adding up what it costs to make plus a percentage you call profit. Unfortunately, this “markup” or…
If you aren’t selling on value, you are leaving money on the table. The question is, how much? Let’s go through the three problems with not selling based on value.…
Traditional sales techniques have always concentrated on closing the sale. Once the sale was complete, there was no further reason to engage with the customer until you had another product…
While it may seem like customers only focus on price, many of them actually place a higher importance on other attributes. By skillfully framing the conversation using your knowledge of…
If you want to increase your average deal size, the best thing you can do is learn to sell based on value. That’s because a value-based selling approach helps you…
Is your offering underpriced? It happens more often than you’d think. For example, during a recent consulting project, I helped a particular business unit at a material manufacturer realize they…
One of my fundamental beliefs is that the strategic marketing team—not sales, finance or operations—should own pricing. The reason is that marketing is best equipped to set the optimal price…
It’s happened to the best of us. You tell a prospect how much your product or service costs and they respond with silence. This is known as “sticker shock” and…
Last week we discussed how salespeople can overcome objections related to price. Now we want to address how marketing can support sales’ efforts. For marketers, problems with price typically show…
Customers and prospects often lean on price as an objection for why they don’t want to do business with you. Here are some common things you might hear from customers.…
