Book Review: “High-Profit Selling, Win the Sale Without Compromising On Price” by Mark Hunter

  The battles over price are as old as selling. Can you picture the first dirt farmer negotiating for some livestock? Learning how not to flinch when a customer claimed “Your price is too high” took mentoring and practice. When I finally understood that price complaints are to be expected and a sign that the game’s afoot, my reflexes changed. … [Read more...]

The Lever that Removes Price from Negotiations

You have done a superlative job qualifying, establishing value and ROI, and have the customer’s agreement to both. Now price is the issue? You have invested time, effort, expense, and you’re frustrated, disappointed, and appropriately ticked off. Don’t show your pain. Grin and bear it, because you’re at the beginning of the negotiations, not the end. When the buyer argues price, what they’re … [Read more...]