A common question from our clients and keynote audience members is: “How do we price brand new products and services? What do we do about pricing if we have no idea what something is worth?” This simple question is challenging to answer. The short, honest answer is, “it depends.” A complete [...]
Be prepared for routinely heard price objections! It’s a piece of advice that I’ve given to hundreds of clients. Identify the list of price objections that salespeople hear on a regular basis, and then prepare the most effective responses for diffusing those objections. Don’t Just Hope It’s likely that your [...]
Great salespeople seek to elevate their relationships with customers beyond that of a hawker of goods or services to the level of a trusted advisor. Regardless of the products or services you sell, it’s likely you seek to sell consultatively, to uncover deeper buying motives, and to address customer problems [...]
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?” Procurement Over Value RFPs function as an entry [...]
Costs are rising on everything! Your raw material costs are rising. Your labor costs are rising. Your recruiting costs are rising. Your energy costs are rising Your freight costs are rising. You are incurring higher costs to overcome supply chain bottlenecks in areas such as overtime, expediting fees, and substituting [...]
Disclaimer: You are about to read about the problem some engineers, accountants, attorneys, and other technical and analytical professionals face when pricing their services. It’s not true of all analytical “seller-doers” of course. There are some folks who fall into this category who don’t struggle with any of the problems [...]
The whole world is affected by COVID-19, whether it be impact to your work, business, or income, impact to your children’s school schedule, impact to your ability to travel freely or visit elderly parents, or impact to your health or loved ones actually suffering from COVID-19 itself. At Boost, we [...]
Last week I wrote about the latest round of tariffs the US has levied on goods imported to China and how US companies can effectively employ messaging and preparation to pass along the higher costs to customers through price increases. A key part of messaging for many industries is a [...]
Unless you live under a rock, you know that on May 10, the United States increased tariffs on billions of dollars of goods imported from China to 25%. Because of this, many US-based manufacturers and distributors are suffering dramatic cost increases. In the face of these crippling cost increases, many [...]
I had a chat with a colleague recently whose firm sells a service on a flat-fee retainer basis into an industry that routinely buys time by the hour. He is hassled by the client to break down his firm’s fee into hours. I believe in his method more than a [...]
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