| It's hard not to "cave in" under severe pricing pressures when the end of quarter revenue demands are hanging over our heads. |
| The majority of proposals focus on the solution and the cost of the solution. The Diagnostic sales training seminars teach how to develop a Diagnostic proposal, which clearly defines the cost of the problem and the financial impact in the absence of your solution. When the cost of the problem is greater than the cost of the solution, pricing pressures and sales cycle times are greatly reduced. |