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Questions That Sell by Paul Cherry

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Appendix A. Show Me the Money! How to Create Value so Price Is No Longer an Issue

IN CHAPTER 6, dealing with lock-on questions, I address the notion of quantifying the costs for customers in order to illustrate how much money they are currently wasting or will be wasting if they do not do business with you. This process allows you not only to demonstrate how much money you can save your customers but also alleviates their concerns about spending money on your particular product or service. I provided a few examples of areas you might address when dealing with various customers; however, I recognize that it is not always easy to uncover where a customer’s money is being spent. Therefore, I include this appendix to further illuminate the various ...

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