You submitted your proposal to your customer two weeks ago and reluctantly presented it with line-item detail like the bid required; you also submitted a package price. Finally, you sit down with the grim-faced buyer, who pronounces the pricing too high by citing lower line-item prices from the competition. “If want the business, you need to lower your prices,” declares the buyer. This is called cherry picking.Details
A recent online study by Deloitte and Touche uncovered that two thirds of store visits during the 2006 holiday season were not influenced by holiday advertising. It turns out that most consumers picked stores because of their pre-existing familiarity with the stores and the stores locations. Additionally, the products purchased were researched on the internet.Details
Cell phone usage has radically changed over the past five years. It was not that long ago that corporate usage of cell phones was considered a luxury and their usage was closely scrutinized for cost reasons since it was so expensive. It is an understatement to say that cell phone usage today is ubiquitous.Details
My recent blogs regarding e-mail and selling created quite a stir with my readers. Apparently, e-mail is a very thorny issue for many sales people. Sales people are increasing forced to sell through e-mails; customers seem to hide behind their PCs.
Writing effective e-mails is hard work and there is also confusion about when to e-mail and when to call (or leave a voicemail).
Emotion in negotiation is a very common thing. Yet, many negotiation authorities suggest that being emotional is a sign of a weakness or is the behavior of an unsophisticated negotiator; some say that emotions must be repressed. While it is possible to manage your emotions, it can be nearly impossible to hide from them. In fact, doing so would be really dumb, in my opinion.Details
Niche marketers should price their products and services based on the value received by the customer: it is the customer’s perception of value that counts. If you calculate price based on cost and/or the competition, you are not in a niche market or you are pricing incorrectly.Details