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Sometimes I?m at a loss for words. I know frequent readers of this blog may find that hard to believe but sometimes I am so flummoxed by something I hear that I don?t know how to respond.

I recently had one of those conversations when the subject of selling came up. I pretty much despise discounting of any kind. If a company has built value into their products and services then they should be able to sell that value to customers. The purchase price of that product should reflect the value that was built into it.

In a perfect world that?s the way it would always be. But the last time I checked the world wasn?t perfect.

So salespeople, even at times very good, well trained salespeople will be forced to offer a discounted price to earn the business of a customer. That happens for a lot of reasons. One…

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