Tag Archives: negotiation

Breeze Through to the Decision Maker on Cold Calls

The Infamous Gatekeeper You’ve got your eye on the top sales spot at your company someday.  You know to get there you must make a bunch of cold telephone calls today.Steeling your resolve, you reach for the telephone and dial the first name on your sheet.  The phone rings, and you await the inevitable, palms sweating. Because you know to… Read more »

Lead your Customers Wherever You Want to Go

Special Orders Don’t Upset Us… Do you remember that Burger King jingle?  How did it go: “Hold the pickles, hold the lettuce…”? Have you ever filled a customer ask you wish they hadn’t asked for?  Maybe they placed a special order you expected would be incredibly difficult to offer.  Or you despised the manufacturer supplying the part.  Whatever the reason, you didn’t… Read more »

Power Negotiation for Superstars

In the last two posts I explained how you’re leaving money on the table by refusing to raise prices and how to use the Grandfather Discount to raise rates and keep your clients.  In future posts I discuss how and when to raise prices to earn maximum profit by improving your brand while keeping your clients happy.  Now I want to share how… Read more »

Increase Prices While Keeping Customer Happy

In the last post, I shared that your prices are too low and you’re leaving money on the table.  If you’ve ever worked at a business when it raised its prices, you probably endured grumbles from customers. Justifying the increase becomes so exhausting that many merchants take the path of least resistance and swallow the increased expenses.  But what if you… Read more »

Your Prices Are Too Low!

Are you leaving money on the table?  Ultimately, you want to charge as high a price as your most price-sensitive customers will pay.  So if everyone can easily afford to buy your product, doesn’t it make sense that your prices are too low? If the last time you raised prices was during the Bush administration – especially the first one –… Read more »