Month: April 2017

When the economy is hot – like it was for most of the mid-2000’s – the phone is ringing, RFQ’s are coming in, sales cycles are short, margins are high, sales targets are being exceeded and overall, sales people look to have the skills and attitude of a winner.

For those of you (like me) that sell a solution that needs to be implemented, built or managed after the sale is made, it’s easy to fall into a trap.

While 99% of sales training manuals do all they can to avoid the “pricing” topic, in reality, for the vast majority of sales people, price is always a factor. So, rather than pretend it does not exit, let’s hit it head on.