Small-business secrets for outselling larger competitors

12/14/2011 | CNBC

Selling can be challenging for small companies, but it's possible to outdo the larger companies in your field, Geoffrey James writes. Be confident in your company, but be willing to give up on deals that aren't going anywhere, he recommends. And refuse to work for free. "[I]f a customer asks you to provide them with an RFP based upon 35 pages of questions, insist that you'll only do the work if you're guaranteed a meeting with the CEO to present your solution," he writes.

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