Value
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Create WOW Moments
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Along with White Glove Treatment, the ability to create Wow moments is the most powerful aphrodisiac you can create to get customers to fall in love with you. It…
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Too Many Options
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Oftentimes there is more than one way to do things (like “cut tomatoes”), so offering multiple options is good. Too many options however can have an adverse effect on…
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80/20 Rule of Value
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Simply put you want to show 80% of the value with 20% of the effort. In other words showing value should come easy to you, and the customer should…
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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,…