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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

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Posted by Colin Burns

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