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A SMALL Price Decrease Is A BIG Deal

While it should be only on rare occasions, there are times when you will need to offer a discount and lower your price to close the sale. A well-orchestrated and properly timed price drop can indeed help close a sale. However, a price reduction – no matter how small – done incorrectly can cost you the loss of more than…

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Price Objection? Is It The Price Or The Cost?

Of course, price objections run rampant and are certainly here to stay. However, I believe sales people need to understand, and more importantly; help their prospective customers understand the difference between price and cost. Is it the Price or the Cost? The next time you get that objection on the price; before you go off arguing about pounds and trying…

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3 Ways NOT To Handle The Prospect Who Is Shocked By Your Price

You went through the entire sales interaction without much problem.  However, as soon as you mention the price, the prospect, noticeably stunned, slips into a comatose gaze, and a look that says, “Are you kidding?!” As mentioned in, “3 Ways To Handle The Prospect Who Is Shocked By Your Price,” when the sales interaction fails to uncover problems and pain…

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You Need To Clarify The Price Objection

Dealing With The Price Objection

Today, more than ever before, customers are looking at price as a key denominator in the criteria they use to judge the effectiveness of your offer. But many prospects are still hung-up on price and forget the cost justification to themselves or their managers. This element of buying criteria is influential but not overwhelming when it comes to progressing the…

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