discounting

  • How All Those Trucks on the Road Can Help You Stop Discounting

    • August 5, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I have an awful lot to say about incentives to buy!
    The occurrences are as predictable as the 6pm news beginning exactly at 6pm.  If you have opportunities in the pipeline during the last week of the month, the last week of the quarter and the last two weeks of the year, and your prospects showed a strong likelihood of moving forward, they’ll be sitting back waiting for a call from a salesperson or sales manager to sweeten the pot so that you can get this deal in before the end of whenever.  How lame.  

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  • When, How and Why Salespeople Discount Products and Services

    • January 6, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When I pick up the dogs, Heather gives me the bill.  When it’s $140, I pay, she gets the dogs for me, and we leave.  However, when the bill is $800, Heather gets really uncomfortable, and begins editing the invoice and always seems to get it under $650. Nice, right?  Only if you’re a customer.  If you’re Bob, the owner, who has no clue she is doing this, what must it be like for him?

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