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Here’s the continuation of “Five Ways to Sell So Price Doesn’t Matter.” 3. Listen for your prospect’s true objection. Listen, price is an easy way to object to being sold something. Have you ever been accosted by one of those kiosk salespeople in malls? I’ve gotten sucked in a few times because the item is something [...] In the current business climate, price has become the ultimate differentiator. It sometimes feels like it’s the only thing that matters to our potential clients and customers. The global economy has impacted both product prices and services. Want a cheap knee replacement? Go to Asia. Ditto if you want your website updated or your book [...] Do you have piles of business cards from other people? Maybe they are neatly arranged in a Rolodex, cardboard box or business card case or in small piles around your office, in your briefcase or in the pocket of the suit you wore to the last event. You may have hundreds of them stuffed in [...] |
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