Discounts and low prices are not the same things. We all know the problem with competing on price, and discounts mean the opposite: the price is higher than desired, so a discount will allow the client to make the purchase.  In which case, discounts are a safe negotiation tactic, right? Wrong.  Let’s take a closer…

Read More
value proposition

It has finally happened: it is 2020 and your business advantage is all about service.  Back in 2018, I spoke at Jim Moran Institute Small Business Leadership Conference. My talk was a workshop to focus attention on how customers buy, rather than how businesses sell.  The theme that year was “It’s all about the customer”.…

Read More

Where should a business strategy focus to win clients? Does better service outweigh a higher price? Or are most buying decisions ultimately a battle between pricing options? Most business owners and leaders have wondered this at some point or another; often after having lost a deal to a cheaper competitor. Slashing prices seems like such…

Read More

The low price point, the discount, the “save money here”… charging less can be an appealing strategy to win a quick sale or big deal. The problem is that it is a short term fix with no long term tie-in. Below are 4 “Why Not”s and 1 “Okay Maybe” for competing on price. It Allows…

Read More

When making buying decisions, clients assign budgets to their needs. In a B2B environment, a budget is often assigned before the sales process begins.  What the budget tells At any moment in time, a budget is finite. A buyer determines how much, out of the available spend, can go towards solving the problems of the…

Read More