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Overcoming Customer Indecision and Challenging Conventional Sales Wisdom with Matt Dixon
Positioning with April Dunford
The Importance of Discounts and Limited Time Offers
A lot of the companies I have worked with they love the idea of discounts. And the reps in particular love the ideaof discounts. So most of the time when I have been working with sales and we have been dealing with pricing things, the reps really want to be able to offer a discount. Because they feel like it is really a closing tool that works. You know one of the smartest things I've heard said about discounts are that you might think is temporary but in the eyes of the customer you just reset the price. It's permanent. That is the key. We can't just go out there and tell our reps like hey just talk all the time. Don't let the other
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