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Sales Leverage.


Leverage in business is when one person has an advantage over another person.   If you are the seller your leverage typically is, and should be, the overwhelming value of your product.  If you’re the buyer your leverage is having multiple companies you can purchase from and knowing how much you are willing to pay. 

The key for you, the seller, is to make sure your leverage is stronger than theirs.  I really don’t think price is leverage.  There are times, usually in retail for commodity items that are exactly the same, where price can win the deal.  But most multi-call deals are not based on price.   At the last minute, your competitor can lower their price and you instantly lose your leverage.  Your real leverage is the value of your product in relation to the need your customer has for that product.  To be clear:       Read more...


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