What I’m about to say is going to be seen as controversial by many of you, but I’m going to say it because I believe it. It starts with the conversation I’ve had with far too many salespeople who tell me they have to cut their price to be successful. They think...
Cheap price = Cheap salesperson. Confident salesperson = Higher margins. When you play the game of closing deals with the lowest price, you’re saying to yourself and to your customers that you don’t have a point of difference. What you’re saying is there is no...
A business consultant informed me they had reduced their rates substantially and the outcome from the reduction is they feel a lot better about the service they’re providing their clients. What I found interesting is the rates he had to start with were not...
Too many salespeople complain that the only thing they ever hear from their customers is their prices are too high. To these salespeople, the only thing holding them back from making more sales is their company’s unwillingness to be more flexible with price. The...
Recently I was interviewed by Salesfolk for the site Sales 4 Startups. You can watch the video of that interview over at this link. It’s a great opportunity to hear me talk more about the need for finding the right customers and to avoid discounting as a...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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