This question comes from a young, sales rock star in the heart of the Midwest. She writes: “What is the appropriate way to apply deadlines in a pricing situation?” This question is about how to create urgency on the part of the buyer, and…Continue Reading
Archive for August, 2011
In too many organizations there is too little communication about the big issues that prevent them from taking their game to a higher level. The sales organizations inside these organizations can be a little soft here, too. There are some areas…Continue Reading
Sometimes you can’t give your dream client what they want. Sometimes they want an outcome that requires that your price is simply going to be higher than your competitors. The outcome is also going to be greater than your competitors; that is…Continue Reading
It may feel as if your dream client’s demands are unreasonable. It may seem that what they ask from you is an indication that you are not trusted. You can sense their skepticism towards your solution and the claims you make.
This has very little…Continue Reading