If it seems that all your customers care about is price, maybe your customers aren’t the problem.

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Customers used to be satisfied with a fair price, a quality product and reasonable after-sale support. Today, they demand a lot more.

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When Netflix recently decided to change its pricing model, it set off a chain reaction that could ultimately result in the loss of nearly 3 million customers. More…

Customers are no longer being sold to. They are proactively buying from. As a result of increasing product complexity, they are not as interested in products as they are in how they’ll improve their value chain. More…

Some salespeople like to blame price as the reason a long-term customer is lost. Others blame a service issue. But the reality is, it’s rare that either is ever the true culprit. More…

Here are three ways the best in the business go above and beyond to turn reluctant prospects into lucrative buyers:  More…

The No. 1 goal of every sales presentation should be: Keep buyers focused on value rather than price. How can you do this? More…

When prospects are pushing for you to lower your prices, you’ve got to counter by explaining the value that’s already packed into your offer. Here are four tactics that’ll aid your cause: More…

Sometimes, just the tiniest change in pricing strategy can make the biggest difference — for better or worse. More…

Research has shown customers tend to go through four distinct phases when making a purchasing decision. And only three occur before the purchase. More…

Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates: More…

When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…

For sales and marketing pros to get up and run while the economy is on its hands and knees means avoiding these seven mistakes. More…

More and more companies are agreeing to price concessions these days, but high-profit-turning salespeople know that’s not the best way to close deals. More…

In his book Crush Price Objections, best-selling author Tom Reilly breaks down the five types of prospects who consistently push salespeople on price (and how to close them). More…

When your customers are overly concerned with price, they’re delivering this message:  More…

Knowing what customers want and expect may be the most important keys to successful selling in this tough market. More…