A couple of days ago I had the unfortunate experience of having to stand in a queue at a local convenience shop. I had gone to get a couple of things before guests arrived for dinner. I use the word...
"What we must decide is perhaps how we are valuable, rather than how valuable we are." (Edgar Z Friedenberg) It may take a moment to digest the full wisdom of this brilliant distinction. However,...
Most buyers will make at least one effort to test the price. (Don't you?) In part 1, we explored how handling price objections in sales can be welcomed as a buying signal. We also discussed the...
Few people really enjoy dealing with price objections. Most prefer discussing issues before the negotiation or implementing solutions after a successful outcome. Ending the pricing conversation...
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