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- When to present pricingClients push for pricing because that is their basis of comparison. Have you presented pricing too early and regretted it? Here is a process that will help… Read more: When to present pricing
- Customer delays decision, now what?Most of the time (maybe not in all cases) you do NOT want to completely stop your pursuit and try to reconnect with the customer closer to… Read more: Customer delays decision, now what?
- Handling objections – “We have a similar solution”What does it really mean when you hear this objection? What next? Focus on learning Start asking open-ended questions! Some you can ask to keep the conversation… Read more: Handling objections – “We have a similar solution”
- Get customers to commit to a next step!How many meetings with customers have you left where there was no agreement on the next call or meeting date? How often after meetings are you saying… Read more: Get customers to commit to a next step!