The One Piece of Advice You Can’t Sell Without
Posted by Shane Murphy on Monday, August 14, 2006
I’ve never hidden the fact that I’m a loyal reader of RainToday.com. I subscribe to their newsletters, I visit their site several times per week, and I take a lot of their advice and put it into action.
So imagine my glee this weekend when I came across a free ebook that they’re offering up. 34 pages of quick-hit advice from some of the best in the business. This baby is an easy read, but it’s one that you’re going to want to read, read, and read again.
One of my favorite entries in this fantastic ebook comes from Alan Weiss, who wrote the book Million Dollar Consulting.
“If you’re talking about price, you’ve lost control of the discussion.“
As salespeople, we all know that to be true, right? When I first started my career, I would cringe every time I heard that dreaded, yet almost inevitable question, “How much is it?” I always go back to that Zig Ziglar standby nowadays — “Price is a one time thing, but cost is a lifetime investment.”
And it doesn’t matter what you’re selling, really. Once you get that mindset, I’m convinced that you could sell anything. Weiss drives that point home flawlessly, using time-shares as his vehicle to do so.
And his contribution to the ebook is but one of 11 contributors. Have you downloaded it yet?