No one would argue that prospects seem more focused on price today than twenty or even ten years ago. The question—and perhaps the secret to your sales success—is why? The answer could lie in the amount of look-alike products and services that exist in today’s market. If multiple companies can meet your needs fairly well, price can easily become the…
One of Aesop’s Fables tells the story of a farmer who owned a goose that laid golden eggs. The farmer surmises that there must be a large supply of gold inside the goose, so he kills the goose to capture all the gold at once. Once the goose is dead, it stops laying eggs completely and the farmer learns a…