Asking About Their Budget LOSES Sales

Price and Value

I was waiting in an unusually long checkout line at Walgreens. Instead of checking email to pass the time I watched the guy in front of me. He had just a couple of items in his basket. Then he noticed the “As Seen on TV” rack to our right. You know the one. His eyes...

Sell at Your Full Price, Avoid Giving Away Profits

Price and Value

I ran into a local Chinese restaurant at lunchtime to get a takeout order from the lunch menu.I asked if soup came with the order.The woman at the counter told me that they did not have soup to go with the lunch specials, just for dining in.I really wanted some hot...

Simple “Sales Math” Should Be Taught in Schools

Price and Value, Sales Recommendations (presentations)

Thinking back to all of the math I took in high school and college, most of the algebra, calculus, statistics and accounting was never of any use to me in the real word. What would have been really helpful is some basic sales math that most of us use the rest of our...

An Audio Interview on Dealing With Price Issues

Objections, Price and Value

Clayton Shold, who runs the great site Salesopedia.com interviewed me about handle the price issue on sales call. Listen to that podcast below.                

How the iPhone Rep Built Credibility and Won a Bigger Sale

Price and Value, Unique Value Proposition

I finally gave in and bought the iPhone. Wow,  what a cool device! It’s so much more than a phone. While in the Apple store, had an interesting sales  experience with one of the reps. While looking at  the wall of accessories to perhaps add to the...