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How to Know if a Prospect is Worth Your Time

How to Know if a Prospect is Worth Your Time

Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but  not going anywhere. So how do I keep this...
5 Tips to Never Discount Your Price Again

5 Tips to Never Discount Your Price Again

When we run out of arrows in the quiver, it’s amazing how we revert to price.  Bam! A buyer has backed you into a corner, discounting seems inevitable, and you’re wondering, “How did I get here?”  What if you never had to be in that position again?  Check out these...
6 Pricing Strategies for Success

6 Pricing Strategies for Success

The price a customer will pay is a reflection of the value you create.  When learning about your prospect becomes knowing your customer, you can customize that value. There are six things you should know and have in your prospecting tool belt before you present your...
5 Pricing Rules I Wish I’d Known Earlier

5 Pricing Rules I Wish I’d Known Earlier

Presenting your price with confidence is vital with costs going the way they are in today’s economy.  How can you maximize your revenue and avoid buckling under requests for a discount? In addition to these five rules, I have a lot more to share with you about pricing...
5 Solutions to Common Pricing Mistakes

5 Solutions to Common Pricing Mistakes

When faced with objections to price, what do you do? Here are five mistakes that aren’t setting your up for success when you present your price–and what do to about it. It is possible to avoid discounting! Today’s blog is brought to you by this...
7 Prospecting Myths Debunked

7 Prospecting Myths Debunked

The phone call is where the prospecting happens.  Sure, I love using email. It’s a great tool. But you can’t rely on email. You must be on the phone making it happen.  I hear a lot of prospecting myths in my line of work. They drive me crazy! It’s time to set the...

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