Author: Lee Salz

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5 Tips To Pass The Flinch Test And Stand By Your Price

Are You Confident In Your Pricing? The key to passing “The Flinch Test” is to respond with confidence in your price. If you don’t believe you are providing a fair price for the solution, then why are you presenting it?…

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Positioning Questions Are The Secret to Sales Differentiation

Well-crafted positioning questions are the secret to sales differentiation: they help your buyers think twice about the solution they have or could have and disrupt the status quo. At a very young age, I was told that I should pursue…

Objections, Sales, Success, Sales Success, Brian Beiler,

How to differentiate your Sales Strategy

This year, the company I had been using for the last several years was unresponsive when I tried to schedule service. Coincidentally, I received an email from one of their competitors offering the same service for the same price, so…