Why it is important to know your competitor

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” (The Art of War) It is not enough to know your product. To sell successfully you must also know your competitor’s product. The failure to do so will cost you sales. You will be stumped when thrown a curve ball. “But, (your competitor)…

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Don’t be too quick to acquiesce to requests for discounts

Doing so makes you an order taker; you are little more than a shopkeeper waiting for the buyer to say, “I want a loaf of bread,” for you to jump into action. If you acquiesce to discounts based solely on your salespeople’s feedback, then you and your sales people have a problem; you, a business…

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What to do to get the buyer to agree to a meeting

Show up unannounced…say you have something to show…and more So the prospect (possible buyer) is refusing to see you. What to do? First, it is not necessarily a given that him not seeing you means he is avoiding you. He could be genuinely busy with other more pressing matters, or, waiting to give you something…

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