Listen to Mark on Salesopedia.com! He is the featured speaker on their latest podcast entitled, “I’ve Been Lied To!”
In it, Mark contends that customers frequently lie to sales people. He explains why prospects and customers do this and provides practical suggestions on how to deal with the situation. While they may not lie intentionally, it does impact the potential success of the transaction. He suggests people buy confidence, then goes on to tell how trust and confidence add up to competence in the eyes of the customer. Find out what he means when he says “Discount once, accept twice.” It will make a difference to your sales success.
Follow the link below to hear the entire podcast.