When a customer tells you they went with your competitor because your price was too high, what do you do?  Generally, salespeople drop their chin, kick the dirt, and lose even more pricing confidence. Most sellers fail to capitalize on the brilliant opportunity that moment presents. Last week, a client [...]

Here’s how one of our clients found $500,000 in “easy money.” Most sellers understand how powerful a 1% price change is.  (If the “power of 1%” is new to you or you wish to socialize the idea with your team, check out this animated short.)  And most salespeople assure us [...]

When was the last time you made a major purchase, like a car?  Look back on how you shopped and interacted with the salesperson.  Ask yourself these questions: Did you embellish some information or withhold some facts from the salesperson? Were you willing to gather information from one salesperson and [...]

I can make a room full of business owners change their minds about their pricing power with a simple game that takes two minutes. First, I ask, “What’s the current price for a gallon of gas?” Every time, they all come within a few pennies of the right answer. Everyone [...]

“But if we raise prices, we’ll lose volume.” If I had a nickel for every time I heard this from a business leader or salesperson, I’d have a castle of nickels. I’m about to take on the entire economics profession. Buckle up. Economics teaches the law of demand: When price [...]