DeWese--A (Ma?ana) Man Who Can't Say No

Pricing—Nobody wants to leave any money on the table. In order to price any product "at the market," salespeople must have direct knowledge of their competitor's pricing.

This knowledge must be stored in a database, even if only in your head. This pricing knowledge requires superb questioning techniques and thorough postmortems on every lost job. Many salespeople simply "write off" a lost job or fail to pursue jobs while the bids are live.