WHE POWER OF UVP
I was associated with one of the most powerful legal research and data management companies in the world for four and a half years. As in most companies I have worked for, over time the quota went up, up, up and the sales professionals’ income went down, down, down.
We were strongly positioned in the market and had a captive target market because we sold information and websites to attorneys. If you want to learn how to handle objections, try selling to an attorney. Everything they say is an objection! I sold websites to attorneys, and selling websites has never been easy, especially in the 2001–2004 time frame, when everyone and his brother were targeting websites and market share in the attorney space.
Our company had to be ...
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