are-you-a-pricing-coward 
The Sales Hunter
MAY 21, 2013
Nobody wants to be called a “pricing coward,” but that is exactly what many salespeople are. They talk tough with regard to price and holding firm with the customer, but the second there is even the slightest hesitation on the part of the customer, the salesperson throws out a discount. It’s called free!
The Sales Hunter
OCTOBER 17, 2012
If we believe in how we can help customers achieve their desired outcomes, then the price point associated with what we’re selling is secondary at best. There is no need to roll over and play dead and give a customer a discount if what you’re providing them is going to make a difference. It’s simple.
The Lost Book of Sales
OCTOBER 22, 2020
The writing here is heavily grounded in theoretical psychoanalysis, which might turn a lot of people off, but if you manage to plow through it all there are lots of gems to be found. Here you get to dive into such great minds like Otto Rank, Sigmund Freud, Søren Kierkegaard and many others.
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