Five Ways to Prevent the Price Objection

Five Ways to Prevent the Price Objection

“Your price is too high!”  The infamous price objection.  Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen.  Too many of the people with whom we deal are paid to get the best deal they...
Competitive Bidding and The Last Look

Competitive Bidding and The Last Look

Question: How do I ensure that I get the last look in a competitive bid situation? Answer: This is a question that I’m often asked.  In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most of the...
Q&A for Sales People:  Self Development

Q&A for Sales People: Self Development

Question: I’m one of those sales people who haven’t spent $20.00 this year on a book or seminar to improve myself.  I just don’t want to go to the trouble.  I believe that I can learn sufficiently on the job, and I’m tired of going to school.  Should I feel bad?...