The Commandments of Selling
The Advanced Selling Podcast
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Shock Mediation - Numbers 8 and 9
If you're going to shock them, and money sometimes can be a shock, if your mental budget for a solution is 20,000 and the salesperson comes in and says 250,000, your system is shocked. Number 8: Know what value you represent in the product and service you sell. And although that sounds simple, we want to make sure that value is being talked about as a line with what the customer is going through in their life. So your value should relate to their pain.
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