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Name Your Price

Your business probably didn’t start out as an auction house where low bidder wins. You had a vision, built a great plan and saw that plan as profitable. But recently you can’t stop your sales team from “matching pricing” or undercutting the competition. So where is all the profit now? It got swallowed up when […]

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Forget About the Money

I don’t know how many times I hear sales people talk about price. “I am the cheapest” or “I can match that deal” or the ever-popular “we save our client’s money by…” Unless you are prepared to regularly lose deals and profits, you need to begin a new way of thinking. Price selling is for the […]

Quit Chasing Your Competition

It is a fact that paying attention to what the competition is doing can become a job all in itself. What services do they offer, what price points are they at, how can they keep that client? While those are important pieces of information, they may be holding you back. Instead of chasing the competition, […]