price objections
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When, How and Why Salespeople Discount Products and Services
- January 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When I pick up the dogs, Heather gives me the bill. When it’s $140, I pay, she gets the dogs for me, and we leave. However, when the bill is $800, Heather gets really uncomfortable, and begins editing the invoice and always seems to get it under $650. Nice, right? Only if you’re a customer. If you’re Bob, the owner, who has no clue she is doing this, what must it be like for him?
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Key Account Sales – More Than Just Important Accounts
- November 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust.