Fixed-Fee Please. If Not, Raise Your Rates!
For clients who sell services, I always strongly recommend fixed-fee pricing wherever possible as long as you can properly scope the work. In my experience,…
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You Saved $287 at Kohl’s!
One question I am asked a lot at workshops and presentations is: what about the “mark it up to mark it down” approach? In other…
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Unearned Discounts Hurt Trust
Scenario A: We quote $5,000 to a customer for a list of products or services. Customer says we need to be at $4,500 to…
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The Trouble with Buying Business
Many companies are tempted to win new prospects and grow market share through what they consider “strategic discounting.” There are a lot of rationalizations for…
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Doubt Masquerades as Price Sensitivity, Redux
Doubt in your promises masquerades as price sensitivity. I’ve written about this before, but I continue to see this sales and pricing pitfall. Sometimes a…
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