Many salespeople suffer from a serious problem — they talk too much. Here is what we can learn from out customers if we let them talk.
Matthew Parker
If you only focus on price, then you miss the chance to create better deals. What will you add to your next negotiation?
Many people think that a sales script results in someone reading out what they are supposed to say, word-for-word. As a result, people end up sounding like robots. It doesn’t have to be like that...
Many print salespeople tell me that if they want to win work then they have to reduce their prices to match the customer’s demands. But if we adopt this attitude then selling print becomes a race to the bottom. The lowest price wins. And there is always, always a lower price...
