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Do People Want to Buy or be Sold?

How Do I Respond to an RFP or Bid?

How do I handle an RFP or a bid? Every salesperson has struggled with this issue and I contend too much time is wasted on requests for proposals. This is one of the topics I explore in my book, High-Profit Selling: Win the Sale Without Compromising on Price. Just...
Executing a Price Increase

Executing a Price Increase

In my book, High-Profit Selling, I talk a lot about how to maximize your price and not cave to the customer. Once you start to cave in, it’s amazing how low you will go and how frequently you will do it. I have never met a salesperson who only gave a discount one...

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