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A Better Way to Sell by Ranjan G. De Silva

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Chapter 15

Value

I wrote a long letter because I did not have time to write a short letter.

 

Mark Twain

Many things are discussed around the meeting table. These many things start getting formal only when they are committed to paper. The meaning of the many things discussed could change over a period of time if they remain in the minds of the parties. The ambiguity gets eliminated when the thoughts are converted to words, printed on paper, and agreed upon by the parties involved.

VALUE (Value Adding Letter of Understanding and Experience) is a professional format of recording the discussion held at powerful sales meetings so that both the customer and you are clear in your mind about the contents of the meeting. It is a “Value Adding Letter” ...

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