Selling Value
Differentiating from the Competition

Differentiating from the Competition

When you’re ready to purchase a new product, how do you decide what to buy? What are the top criteria you consider in evaluating the best solution? I think you would agree most of us are looking for a great price. That’s why when you see car and truck commercials on...

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What Clients Expect

What Clients Expect

What Client's Expect Today selling is more competitive than ever. Clients are more knowledgeable; your competition is more astute at articulating their advantage; and technology changes occur so quickly that no one holds a long-term advantage. Staying current with...

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3 Ways to Overcome Price Objections

3 Ways to Overcome Price Objections

You sit down with your customer to see what they think of your proposal. You’re proposing golf shirts for the company with their logo placed on the sleeve. The customer lets you know that your price is too high. In fact, she says, “It’s not even close.” She then lets...

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