Salespeople call me all the time saying how they’re struggling because their price is too high. When I ask them why they think their price is too high, they say something like I know I could close more sales if my price was lower. When I challenge them more, they say customers tell them the…
It is often a challenge to get your customer to share with you what they’re looking for. Sure, there are a lot of specific questions you can ask depending on the type of customer, but do you want to know what I consider the 4 secret questions to ask a customer? Here goes: Why? Can…
Professional buyers are just that — professional. They got there because of their ability to secure better deals. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Just because they’re doing their job well should not mean the salesperson should suddenly…
It happened again this week. A salesperson called me to say how much trouble they were having getting customers to pay full-price. The salesperson was quick to say how every customer they speak with asks about a discount, and they won’t buy unless they get a better price. They go on to say they haven’t…
Nicolene Barnard says:
100% agree. Marco Bertini, Professor at London Business School will...
Marcel van Harrewijen says:
Totally agree! There are a lot of product managers who mistakenly...
Steve Sassi says:
Strongly agree! You cannot avoid the commodity trap unless you understand,...
Reno Koepp says:
A great article with many interesting examples of alternative and innovative...
What customers are looking for | kundennutzen says:
[...] often complain because their price is too high. But, according...
