Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn't selling, it may be priced too low.
Price does several things to people. Beyond the economic effects of pricing, there […]
This weekend the New England Patriots attempt to extend their undefeated season against the Pittsburgh Steelers. The Steelers are confident they can win, ending the Patriots march to NFL legend status and a 19-0 season.
How confident?
Confident enough for a Steelers defensive back to guarantee a victory. Sort of. […]
We've all have heard of the importance of a guarantee. Yet, guarantees are underused, overlooked, and misunderstood in B2B complex sales. So, with this post, I'm opening a three post series on guarantees and their use in closing sales.
In this first post I'll correctly position guarantees and set the stage for […]
I just participated in a webinar about PR, it was ok. I took exactly five notes over a one hour presentation. What prompted me to mention this was the close of the call. The host offered an information package of DVDs, ebooks, etc. at a fraction of the cost normally offered - […]
None of us are the only people on the planet to offer whatever it is each of us do to make a living. If we are, we may well be trying to offer something no one wants. But that?s rarely the case. Most of us have a number of competitors ? large […]
With exception to discounts given to customers in support of repeat purchases, there's not much I like about discounts and discounting in general. The reason I don't like discounts is it acknowledges your product or service isn't worth the price you're asking for it. It's a game.
An exception is discounting in exchange for […]