There’s a problem afflicting millions of salespeople every single year: Premature Price Conversations. Like the other premature affliction, it leaves both parties feeling underwhelmed, disappointed, and maybe even a little embarrassed.
Close the Briefcase is one of the world's greatest sales technique. Use this sales tactic when you or your sales reps feel excessive pressure, and need to regain the balance of power in a negotiation.
Discounts, promotions and cheap prices are shortcuts to grow your sales, but anyone can offer them. And if anyone can do it, you can’t grow a sticky brand. Price is a race to the bottom.
You can have the best product in the world, but if you're customers don't recognize its quality they won't value it. During the 1970's Chivas Regal was a struggling brand. It claimed to be a premium whisky, but it was largely indistinguishable from its competitors....
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