Recently I started reading a book about branding in Asia and the one of the comparisons made by the writer between the Asian business and ones in the West was the fact that the Asian business entrepreneur does not see branding efforts as investments but rather as “cost” items with promised returns far into the …
In Part 1 I mentioned that the salesperson often discovers the problems associated with pricing when they are well into the selling process. However, if they had paid attention to all the key spots, they would find out that the pricing issues already existed BEFORE the sales visit took place. Assuming they had chosen the …
Losing Sales Because You’re Too Expensive? (Part 2) Read More »
The bane of many sales professionals normally comes towards the end of the sales engagement when the customer asks “So, how much is it?”. We mention the price and it is almost always “not right” with the customer. There again, even if it was a good price, we’ll never hear that from the customer. Is …
Losing Sales Because You’re Too Expensive? (Part 1) Read More »