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Selling Above and Below the Line by William Skip Miller

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CHAPTER 15

Stage 3: Value vs. Value

Your company employs you, and hopefully you like it there. If you remember the first few months of your employment, it was really exciting. It was like you had a USB cable plugged into your head, and the information you were getting on who you were, your value proposition, and how you could beat the competition was great. You were wondering why your prospects couldn’t see all this information as clearly as you could.

We know it doesn’t work this way, and the reason is that you and the prospect are in different stages. You are in the Validate stage, and your prospects are in the Educate stage (review Chapter 2 if “Validate” and “Educate” merely ring a distant bell). For them to feel like you do, you need to ...

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