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    Will Your Sales People Pass the Flinch Test?

    Jul 19, 2016 3 minutes
    BY LEE SALZ

    After a lengthy buying process, the time has come to submit pricing. After countless hours spent formulating a proposal that details your comprehensive solution, you present your proposal to the buyer. Skipping the sections about your company and your solution, she flips right to the pricing page. ‘Oh my gosh, I didn’t think it would be this expensive!’

    What happens next determines whether or not you will get the business. When I say ‘get’ the

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