3. The Basics of the Game
The goal of this book is to help salespeople drive revenue and profits on behalf of the firms they represent. It does so by enabling salespeople and executives to become better negotiators and to stop wasting money pursuing business they have no chance of winning.
One basic problem with changing salespeople’s use of discounting is that they are often compensated exclusively on revenue. If that’s your situation, it’s no wonder you keep using price to close deals—that’s what you’re paid to do. And it’s no wonder your company isn’t making the profits it needs to flourish. Is it that simple? Yes!
If you’re not compensated purely on revenue, then much of this book will support your efforts to better manage price. Even if ...
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