Category Archives: Justifying Your Price

“The Company That Does Not Obsolete Its Own Products Runs The Risk of Becoming Extinct Itself”

A client of mine was telling me how his customers are always trying to commoditise what he does.  Whilst his company spends time, money and effort developing solutions to their problems and they start to do repeat business, he told … Continue reading

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There’s No Such Thing As Real Value … It’s All Perceived

There’s no such thing as real value … it’s all perceived.  It’s true … and I’ll prove it with an example. Story Version A: A man and his wife decide to sell their family home in Liverpool that they’ve lived … Continue reading

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Snow Shovels

One day there was heavy snowfall in an area and a man realises his drive will be blocked and inaccessible for his car.  He remembers seeing snow shovels being sold at a store local to him and when he gets … Continue reading

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The Issue With Budget Quotes and Why Most Salespeople Are Only Fooling Themselves by Issuing Them!

I was recently working with a capital equipment company whose salesperson had told them they had lost an order against a lesser quality competitor as the company’s quote had been “too expensive” and “too long a delivery”. On looking into … Continue reading

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Why Won’t They Sell Me That Aston Martin For £30k?

I’ve always liked Aston Martins. The ultimate symbol of British automotive style, the car premiership footballers drive … the car synonymous with James Bond.  I’d love one.  The only trouble is they cost way more than I can afford.   … Continue reading

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Why Your Product Isn’t Worth The Price You’re Asking For It

Many salespeople agonise over giving the prospect a price. They agonise over how best to do it and they agonise over when to do it.  More often than not they agonise because they know the prospect will challenge it, argue … Continue reading

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