"Stop Discounting" by Dave Stein

"What we're dealing with now is buyers who are more savvy - more focused on getting us to sell our products & services at the lowest possible price. And if we just continue to sell to them the way we did 3, 4, 5, 8, 10 years ago - we're going to wind up either losing a lot of business, or selling business at a much lower price than we might want. And that's going to hit us personally in the pocketbooks in terms of commissions."

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