Tag Archives: pricing

Why you need to document your sales process

The dictionary defines process as “a series of actions or steps taken in order to achieve a particular end.” (I think that’s pretty close.) We all use processes –– at work, at home, and just about anywhere. Suffice it to … Continue reading

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Price doesn’t need to kill the deal

I talk a lot about points of constraint in my book How to Close More Business in Less Time, and for good reason. A point of constraint is a roadblock –– something that gets in the way. It can slow … Continue reading

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Does it make sense to sell without making profit?

Some people like getting advice. Others hate it. They’d rather work it out on their own. As for me, I ask for advice and ask often. That’s why when I finished the manuscript for How to Close More Business in Less … Continue reading

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