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- Sell with integrity. Keep it honest. Always.
- Don't defend yourself - great rule in life, but powerful here. It's better to research the competition, know the choices your clients have long and short term outside of what you offer, and present your product or service in a manner that focuses on you and value. But defending yourself means once you go into the "whys" and "what fors" and how great your intentions are you've lost. Go home. If you back off, they will too -- that means they won't buy. Anything that sounds like something your boss told you to say, is probably going to sound like... well... what your boss told you to say.
- Be ready to go home. I am a big fan of firing, but this isn't even that. Standing by your value is simply a PAUSE, not a STOP.
- Be fair across your spectrum. This means be as even-keeled on price as you can across all clients. It's a small world. If their friend or neighbor is paying your price, they will too.
- Celebrate your bright stars. If you have a deal or client that is performing well within your new pricing scheme, celebrate them at all costs.
- Make peace with your new lot in life and storm forward. Yesterday was yesterday.
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I work for a company like Apple. I wake every day knowing that the captain up in the tower is probably not sleeping as much and is worrying much more than I about how to make it all work. I can guarantee you that the solution for tracking and making it easier for people to repeat their visits to your business is on the horizon. We understand that it's the mother lode. They don't share these ideas with me, but I know we're on this track because of the type of company I work for.
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