Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Those behind on their goal offer to lower…
Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on November 30th, and some of you are getting all geared up to start “closing the year strong,” and by that you mean…
You don’t really buy your prospect's business by giving them the lowest price. When you live by the sword that is price you die by that same sword. And when you allow price to be the issue, you confirm what some buyers really want to believe,…
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