How to Start a Relationship
The Advanced Selling Podcast
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Advance Selling Podcast Presenting by Casky Achievement Strategies Indianapolis
You've got to get some economics on the table now. Talk about with your prospect w that will help this frame of reference. A discussion is if you find out, if they have a problem, what is the problem costing them to have yet? If they decide not to solve it over the next three to five years, what will it cost them not to solve all those things? Build the reference points for your price. That's why people only close six per cent of those deals.
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