New Groundbreaking book by LEE Salz
“If we don’t drop our price, we will lose the deal.” Is this a line you hear often from your Millennial salespeople?
While the easy answer is to lower the price, the company sacrifices margin—oftentimes unnecessarily. There has to be a better way!
Here's a question we can ask ourselves and our salespeople, a catalytic question: “What might we do differently to get the results we want - a closed deal at the margin we need?”