Why Do We Automatically Fold on Price?
Many years ago, I was at a sales training session in which the presenter divided us up into groups of two (there were roughly 50 of us in the room). He told us that we were going to play a game in which one person in each group would be the buyer and the other would be the rep. Once we decided which each of us would play, he told all of the “sales reps” to leave the room and wait in the hallway.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.