If you’re discounting to retain market share…

…quoting Dr. Phil, ”How’s that workin’ for ya?”

“I can’t raise prices, the only thing that buyers care about is the price.” That’s the refrain I hear from audience after audience of business leaders today. (more…)

Pricing is one element of the buying experience.

Does your pricing enhance or diminish your buyer’s experience?

Has this ever happened to you? You’ve found a stain on your favorite dress; the one that has people using words like “drop-dead gorgeous” when describing how you look. Or, for men, it’s the power suit you wear whenever you’re getting ready to close a big sale. (more…)

Good strategy?

Or slippery slope?

In one of my earlier blogs I dealt with the folly of discounting during peak selling season. I guess it was inevitable that I was asked “What about the off season? Is it all right to discount then? (more…)

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If you haven’t looked at pricing as a way of adding convenience…

…maybe you should.

One of my clients, a horse trainer who specializes in training horses and riders to win hunter/jumper events, offered a full array of services including: (more…)