Learning about the Competition

As salespeople, we love to complain about the competition.  Unfortunately, complaining doesn’t do us any good.  A better approach is to create a system to learn about the competition.  Knowledge of the competition — not only their strengths...

Is it the low price, or the high risk?

“Low price, low price, low price.”  It’s the mantra that sales people in every industry segment are hearing more these days than ever before.  But, is low price the motivating factor in a customer’s decision to buy? Here’s a...