http://www.alenmajer.com/2009/11/daily-sales-tip-97/ THE SCIENCE AND ART OF SELLING BY ALEN MAYER, CANADIAN SALES EXPERT, TRAINER AND AUTHOR Fri, 10 Feb 2012 15:54:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 http://www.alenmajer.com/2009/11/daily-sales-tip-97/comment-page-1/#comment-37937 John Thu, 26 Nov 2009 02:43:09 +0000 http://www.alenmajer.com/?p=745#comment-37937 Interesting approach John. Each constitutes you effectively tackling the objection head-on as it were. But what's your opinion on the Sandler approach in which the last thing you should do is try to justify price in the way you suggest? Instead, their advice is to guide the prospect to the position where *they* justify the price. Interesting approach John. Each constitutes you effectively tackling the objection head-on as it were. But what’s your opinion on the Sandler approach in which the last thing you should do is try to justify price in the way you suggest? Instead, their advice is to guide the prospect to the position where *they* justify the price.

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