When I started my sales career, it was an uphill battle. I struggled with pretty much every aspect of the job, but in particular, I had a hard time figuring out what price to quote to a prospect and how to overcome price objections. This left me in a no-win situation. When I lost a sale, I had a lingering feeling that I had priced myself out of the market. And on those rare occasions when I made a sale, I was frustrated because I felt I had left money on the table.
To be sure, being part of a family business had its advantages, but there was also a tremendous amount of pressure to perform. One day, when I was ready to throw in the towel and go back into purchasing, my father was with me on a ride-along. He, like his father before him, was an extremely successful businessman and terrific salesman. At one point, he said something, almost in passing, that made everything fall into place. From that point on, I never had another problem with pricing and negotiating. Starting then and there, my close rate increased – along with my prices. This is what he told me…
Continue reading at The Most Valuable Sales Advice I Ever Received.
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