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Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

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10. Getting smarter – putting I Owe U to work

‘To give real service you must add something which cannot be bought or measured with money, and that is sincerity and integrity.’

—Douglas Adams, Author (1952–2001)

In this chapter we look back at everything we have covered in the book, and forward to what you need to do to implement the skills and tools – aligned with your growing awareness of how to differentiate your ideas, services or products – and yourself.

Offering yourself

Richard and Emily have a new offering – themselves. They have decided that buyers purchase their product more often and pay more if they focus on adding value to the buyer all the way through the process.

They also know that Emily is a big picture person who likes to ...

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