Tag Archives: price

What’s the Risk?

Anytime you ask a prospect to buy something, you are also asking them to assume a certain amount of risk. That risk, depending on how significant, can end up being the obstacle that keeps people from moving forward. If that’s the case, it’s important to really understand what you’re asking the client to risk and […]

A Common Mistake Salespeople Make When They Have The Lowest Price

Sales blogs (like this one) are constantly touting the need for salespeople to create and communicate their value. We tell you that “playing the price game” is a race to the bottom that no one actually wants to win. But sometimes, without even trying, you realize that, in fact, you do have the lowest price. […]