Why do salespeople or sales managers never share with me the long-term outcome of such “price reduction” strategy? Because it
In order to find out your “Price Investment Ratio” (PIR), you must do a deep dive with your existing customers
Why should anyone make a decision quickly if they don’t have to? More often than not, the buyers believe
For this sales call, I was prepared. The program I was presenting to him that day included a new item
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what
Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At
Granted, many purchasing agents do enjoy the thrill of securing a lower price, but that’s no different than you. As
