total cost of ownership

“Congratulations, you’ve got the sale – Now, about your offer…”

by Chris Arlen

Remember during your sales presentation when there were so many buying signals you needed an air traffic controller to navigate them? Then negotiations began. You were almost done but the customer began […]

click to continue → April 30, 2012

Sales’ FOL

by Chris Arlen

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s Prayer. Here […]

click to continue → December 21, 2011

What’s the Right Price for Service?

by Chris Arlen

If you’re buying, or managing, a contract service, this is the big question. Yet it feels more like a riddle than a question. And like a riddle, the answer is simple and […]

click to continue → November 20, 2008