Sales and marketing -- Information

Tom Reilly's price precepts

1. Someone else's opinion does not make your price too high; it's simply their opinion.

2. Just because someone raises a price objection doesn't mean
you must lower your price.

3. No one cuts your price; you alone do that. Your competition may cut their price, but only you can cut your price.

4. When the competition does something stupid with their price,
don't compound their mistake with your own.

5. What goes up must come down. Newton said that. But, he didn't say that what goes down must come up. If you cut the price, it is not coming up. That's Reilly's law of gravity.

6. Random acts of discounting is like death by a thousand knife
cuts.

7. Whoever is better prepared for the price negotiation emerges
victorious.

8. Never assume your price is too high; maybe, the buyer's
expectations are too low.

9. Never assume your price is too high; maybe, the competition is just stupid.

10. Never assume your price is too high; maybe, the buyer is lying to you.

Excerpted from Tom Reilly's book, Crush Price Objections
(Motivation Press) and from his Sales Bytes e-mail newsletter. Visit us online: www.TheYoungEagle.com.