Customers buy products either on the basis of the price or the value the product offers. If customers believe that your product offers a higher level of value than your competitors, they may be ...

Most business owners sell at the wrong time. Not because the market is bad, but because they do not fully understand what ...

Offering customers more than just the product or service they buy, such as free support or training, lets you add value to your product or service a customer might not be able to get elsewhere. The ...

One of the major challenges entrepreneurs face today is the marketing (or lack thereof) of high-value products or services. As an entrepreneur myself, I've found this is often due to a limiting ...

A few months ago I took a call from a printing company CEO. He was frustrated with price pressure and the declining value of the work his reps were bringing to the table. He wanted to change the ...

Selling my business was one of the hardest decisions of my life. I spent a lot of time thinking about how to maximize the value of my business, and I’d like to share some of that thought process. Most ...

A buyer’s best-case scenario is a balance between the price and the features. Everybody likes to get the best possible “deal,” especially when making a significant purchase. All too often, we think ...

When dealers decide that they are interested in selling, the next question is often, “How?” Should they try to sell the business themselves by taking unsolicited calls from buyers or brokers? Should ...