Value
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Objection Handling
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Do you lead with “Yes, yes, yes,” or with “No, no, no”? Do you have a pattern of agreeing or disagreeing with your customer or interlocutor? Neither is right,…
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Avoid the Commodity Slice
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A commodity is something of value; but it is also something so abundant that there is little profit margin, something widely available on the market. Water, air, agricultural products,…