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Beware the Flinch
Unless you sell a low-priced commodity-type product, I suspect that you get push back on price from time-to-time. In fact, one of the most effective strategies buyers can use to influence a selling to...
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32 Fatal Negotiating Mistakes That Cost Sales People Money
Most sales people are required to negotiate with their prospects and customers. But let’s face it, today’s consumer and corporate buyer is much more aggressive when negotiating the terms of a sale....
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Overcoming the Dreaded Price Objection
Objections are a natural part of the sales process. Yet, after 15 years of working with sales people I have found that many have a difficult time dealing with price objections. Here are a few...
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