Sales 3.0

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Your Loyalty Is Required

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…

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The Poverty of Words

Some salespeople send emails that, were they to be printed on paper, are three to four pages long. Other salespeople send long emails with bullet points and links in an attempt to pitch a meeting, even though they offer no trade equal or greater…

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Negotiating In Good Faith

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…

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