4 Ways to Handle Price-Obsessed Prospects
“Oh, that’s expensive.” I used to hate hearing this. Everything would be going great with a potential client. I would explain how I can help them, and they would nod their head enthusiastically. Then I would tell them the price and everything would grind to …
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3 Keys to Sell a Big or Complex Project
An IT company I work with was struggling to close clients for its network overhaul service. Prospective clients kept disappearing–sometimes they’d explicitly balk at the price tag, other times they’d just stop responding to calls and emails. It was especially frustrating because they could tell …
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Land Bigger Projects by Offering Options
Recently, a marketing firm hired me to help them sell bigger projects. I suggested that they beef up their proposals and pitch bigger projects to their prospects. “We can’t do that,” my client explained, “because we’re already too expensive for many prospects, and losing that …
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How to Keep Prices High and Still Close the Sale
Ever feel like you need to give a price concession in order to close the sale? WAIT!! Even experienced negotiators encounter this situation all the time. But they’ve got tricks to keep their prices high AND close the sale. Here’s four that I use ALL …
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