If the value gained from the expected outcome is greater than the price, then the customer will buy. If the value from the expected outcome is less than the price, then there isn’t going to be a sale. It’s that simple. Once we begin to look at it like this, then we as the salesperson can focus all of our energy on helping the customer see the value of the outcome. Read more. (Source: theSalesHunter, 7/30/13).
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