Sales

I am on a little bit of a pricing strategy kick this week. In addition to removing decimals and dollar signs, consider changing the sequence of your proposal to include...

Buyers have a negative association to dollar signs and decimals. Even if it is for a fraction of a second, $39.00 feels more negative to consumers than 39 does. That's...

The left side of the human brain performs, among other things, story telling. Not just story telling to others, but story telling to ourselves. When you look at that pretty...

In this episode of On A Roll, Mike Michalowicz explains how quoting price ranges set both the vendor and the client up for disappointment. Instead of quoting price ranges, quote...

Entrepreneurs like to use pessimistic numbers, because they prepare us for the absolute "worst case." Alas, we use flawed pessimistic numbers. The real worst case is inevitably way worse than...

I suspect you don't check your income statement every day. You likely don't check it weekly either. Maybe you check it monthly. Maybe. But probably not. For many entrepreneurs the...

Don't quote price ranges. When you tell a prospect that your offering falls somewhere between X (the lowest price) and Y (the highest price), you both lose. The prospect will...

In this episode of On A Roll, Mike Michalowicz explains how to increase loyalty from customers by making them do some of the work.

More people buy my books after I speak, than before.  It's what you would expect, of course.  But why is it? The same number of people are there before and...

In this episode of On A Roll, Mike Michalowicz explains why you need to excel at the little things. Customers don't notice the big things you do right, because they...