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Lazy Salespeople Lead with Price

Then a sales trainer sold me on changing my sales approach. Prospects who used to hammer me for a price concession all of a sudden saw me more as a business partner and less as a “peddler” looking for an order.

Become an expert in your customers’ and prospects’ businesses and watch your professional life change. Begin by giving away valuable business ideas that will help your prospects be more profitable or solve their most pressing business problems while asking for nothing in return. This approach will elevate your image in the eyes of your prospects.

This is precisely why, for the past 27 years, I have published a newsletter. My clients know the value of my services, but my prospects may not, so each week I share ideas that are intended to elevate my value in the eyes of my prospects.

LBM Resources

White Paper: Building Supply Industry Insights Report 2022

With most businesses now running hybrid ERP, our report reveals what hard-working building suppliers really require from their ERP partners and solutions.

Give this idea a try. Do enough research to make sure your ideas really work and I believe you will be pleasantly surprised with the effect this approach to selling will have on the success of your prospecting efforts.

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