I entered my favorite office supply store looking for paper for my inkjet printer. As good fortune would have it they had it on sale – buy 2 reams get 1 free. Great deal, right? For me, maybe; not so much for the seller. (more…)

In the previous two segments we learned how why industry overcapacity, a dying industry and a perception that our competitors’ offerings are superior cause us to believe that customers are a more scarce resource than they really are.  Today we’re going to discover how our inability to communicate value can create that same impression. (more…)

Last week we discussed how to grow your revenues, profits and customer bases when facing the challenges of industry overcapacity or a dying industry.  Both situations leave sellers believing that customers are scarce.

Another reason for this belief is that sellers view their competitors’ offerings as superior to theirs.  You may be surprised to find how rarely that’s true.  Here’s why. (more…)

Far too many sellers suffer believe that customers are scarce and that they can’t raise prices for fear of losing the customers they have.

There are several explanations for this fear: (more…)

It seems that every time Bank of America tries to raise fees it gets hammered in the press.  Why?

More importantly, what can you learn from their experience?
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