What To Do When You Can't Give Anymore Discounts Discounting your price not only cuts into your commissions (and company margins), it doesn’t always work, and it can leave you feeling used. Everyone Wants a Discount In today’s economy, everyone…
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?…
Prospects Have Objections, You Need to Know How to Handle Them Learning to handle objections is important so that you don’t spend time with prospects who are not going to buy and you ensure that those who are going to…
One of your goals going into any sale is to deal with the potential of inaction. Risk is a big factor in sales, and there are many ways to manage, mitigate and maneuver risk. One can argue the biggest risk…
Douglas Burdett of The Marketing Book Podcast and CEO of Sales Gravy, Jeb Blount, dissect Jeb's new book, Objections: The Art and Science of Getting Past No in this jam-packed episode. From becoming rejection-proof to understanding the psychology behind why objections are…