Episode 7: The price
Decoding Sales
00:00
Is It a Good Deal or a Bad Deal?
It's usually a minority of the contract. If you're selling a million dollar deal, the customer is not going to pay $500,000 for professional services. It's funny how buyers are conditioned to not expect that on the first call. And sellers are trained to delay that as much as possible. But I just don't think that's the way modern sales works.
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