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During price negotiations, prospects often mention the incredible offers they’ve received from your competitors. X Company gave them a massive discount. Y Company dropped all service fees. Z Company provided exclusive access to a bunch of new features.

As a salesperson, your first instinct might be to counter those offers—after all, it’s your job to close deals—but many times that’s a mistake. Instead, take a step back and ask yourself one fundamental question:

Why are these prospects still talking to me?

If the other deals are so great, why don’t they just buy from your competitors? Why go through the


Posted by Colin Burns

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