Should you raise your price even if you will lose some business?
This calculator will allow you to weigh up this important decision Check out the bottom half:
Should you raise your price even if you will lose some business? Read More »
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Should you drop your price in order to get more sales?
Check out the first half of this! The answer is “ALMOST NEVER”!
Should you drop your price in order to get more sales? Read More »
What’s your pricing sweet spot?
Use this calculator to find out! (and if you don’t know your percentages then do some experimental pricing and start keeping records) Play around with the price slider and see
Does negotiating pay for itself?
There are three areas you can affect: put your price up a little bit – quite easy, and chances are noboby will even notice! get your costs down a little
How much selling will I need to do?
To get established in any new business, for example as a Management Trainer, the amount of selling is high – but reduces as time goes on. The more work you
Management Vegetables – book on kindle, or paper – or a conference talk!
Is this you? Here are just some of the vegetables / fruits that you NEED to know about! Buy the book on kindle Buy the book on paper Get Chris
Management Vegetables – book on kindle, or paper – or a conference talk! Read More »
Why you should always follow up
I did some interesting work with an estate agency who had a problem that their sales people often didn’t follow up, and contact viewers the next day to say “What
How to sell shoes – or not
I went into Loakes today as by chance I was passing the shop in Birmingham, and I was thinking about spending £200 on a new pair of shoes. I’m on
Which vegetable is yours?
Use this chart to find the Management Vegetables for the subject you want to learn about: Leadership The Plum of Performance The Coaching Cherries The Carrots of Motivation The Banana
The Parsnip of Profit
How can you make more profit? The Parsnip says you have only seven options: Price up – experiment with different amounts and see what happens, try it on different segments for
The Strategy Orange
The Strategy O.R.A.N.G.E., or “Orange of Options”, contains some important ideas when you’re thinking about Strategy – maybe you could do some, or all, of these? Optimise quality at 7/10. If
Features and Benefits
When showing a customer that your product is perfect for them, the best format is ‘Feature’ -> which means -> ‘Benefit’. Features on their own mean nothing to a customer (why
Tenders and Bids – ragged edges!
I’ve written elsewhere about what a bad system I think tendering is. You pay more, because suppliers have to add their bid-writing costs to their bids, and not just once but
The Parsnip of Profit
How can you make more profit? The Parsnip says you have only seven options: Price up – experiment with different amounts and see what happens, try it on different segments for
Sales tip – Identify their needs!
Many sales people make the mistake of talking all about how great their product is, even with the features and the benefits both covered, but they forget to first identify
What percentage of your orders do you WANT to lose on price?
When you quote a potential customer for your product or service, either verbally or in writing, you’ll lose some business on price. You may not always know whether price was
What percentage of your orders do you WANT to lose on price? Read More »
