Archive › February, 2003

Predatory Pricing in a Competitive Market

During our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of the attendees "” How do you handle situations where your main competitor is always undercutting you by 20 percent or more? It was a dynamite question and one that might be asked by many salespeople […]

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How Do You Know If You Need a Sales Manager?

Those of you who are already sales managers know how critical your position is. Those of you who are thinking about putting someone in the position, think twice and tread carefully. And for those of you who want to become a sales manager, don’t wait until you’re offered the job (or worse, already in the […]

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