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The Sales Resource Center
“How can I sell when I’m not the lowest price?”

“How can I sell when I’m not the lowest price?”

by Dave Kahle | Mar 24, 2017 | B2B sales, best practices for sales people, how to sell, sales training, selling

I wish I had a dollar for every time I was asked that question in a sales training session.  It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...

Q&A for Sales Professionals: Margins (QA-S-61)

by Dave Kahle | Mar 24, 2017 | best practices for sales people, sales management, sales strategy, sales techniques

Question: It seems like the price is even more an issue today than ever before. In this environment, how do we get the margins up to increase the bottom line?   Answer: Thanks for the question. Believe me; I understand the constant pressure on your price.  I wish...

Learning about the competition

by Dave Kahle | Mar 1, 2017 | B2B sales, sales strategy, sales techniques

“I’m concerned about what my competition may be doing.  I know I should be aware of what they’re doing, but I’m not sure how I can find that out.” This is an issue that’s growing in importance.  Our industry is heating up and becoming more competitive.  All around us...
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