There are days when your resistance to work is going to be stronger than other days. Sometimes procrastination is easy, especially when the work has no pressing deadline. Even though you don’t feel like working, you have work you need to do.…Continue Reading
The deal is good for your prospect. The prospect will receive all the value you promise and more, but at a price that makes it impossible for your company to generate the profit necessary to serve the client and sustain a responsible margin. The…Continue Reading
The sell sheet did nothing to improve the salespeople who used them when they called on their prospective clients. Like the catalogue, it may have improved sales, but it did nothing to make the salesperson more effective. It allowed for more…Continue Reading
There can be no deal if both sides refuse to negotiate and seek a solution.
One side believes that letting go of their position means losing. In their view, there is nothing as valuable as the place that they have staked out. The other side…Continue Reading