Money is a difficult topic for many salespeople to handle with a prospect. Some salespeople buckle and collapse with large discounts while others simply avoid the topic as long as possible. As a sales manager, there are few things as uncomfortable as watching one of your salespeople crash and burn when qualifying money. Lee Salz offers a good article on Salesopedia covering this topic. Salz cuts right to the bone on why this topic is so critical: If you don’t believe you are providing a fair, competitive price for the solution, my question is why are you presenting it anyway? One would hope that you have integrity so why present… Read More
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