Selling is full of contrast

One of the greatest treasures of family life is the traditional Sunday Roast and my wife orchestrates a perfect roast every Sunday. It's a chance to sit down, catch up  with the week, share your highs and lows and be injected with all the vitamins you need to sustain life for the next week. And you can imagine our horror, when my wife announced at the end of November that we weren't going to have roasts anymore until Christmas Day. We stared aghast; we couldn't believe what we were hearing,…

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Beware price customisation

Over the weekend I read a frightening article about how websites use price customisation to adapt the price for varying customers. Although somewhat scary, there are a number of lessons for us salespeople and coaches. Let me explain. Various websites use the software to sting those who aren't aware of lower prices. The software can track where the customer has been before, whether they've been shopping around other sites, using price comparison sites and generally browsing for many hours looking for a certain solution. They spot these people and tempt…

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