June 2009
 

Expert Insight From Steve Mccreedy

I am a self-proclaimed 'recovering price cutter.' In my first sales job selling radio spots (ads) against 20 other highly-competitive radio stations, I mistakenly believed that my potential customers would only buy from me if I offered the lowest price because they constantly pushed me to go lower. I would routinely ask, “Where do I need to be to get your business!”

Does this sound familiar?

If so, pay close attention to this month’s newsletter because it focuses on the strategies and principles that turned my sales career around. It’s rarely (and almost never) about price. I’ve learned, and I now believe and have proven time and time again that “price is just a number.” Read, and re-read these proven principles and apply them to whatever you sell and your sales, as well as your margins, will increase dramatically.

9 Things Buyers Need OTHER than Low Price

“If your customer truly needs a low price, you can’t afford to sell to him.”
Cletus Peichl

Even in tough economic times, don’t fall prey to the trap of believing you can sell low and make it up in volume. We have consistently seen that successful organizations are those that charge premium prices. But in order to charge premium prices and sell your product, your organization will have to build value by delivering on everything else your customers need—everything except low price.

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9 Sales Techniques for Holding Your Price

What’s the biggest obstacle to getting full-price for your goods or services? It’s not your competitor’s lower price; and it’s not your prospect’s threats and demands— it’s you! Your beliefs, perceptions, attitudes and behaviors have a profound impact on the outcome of each sale in terms of the price your buyers are willing to pay.

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