CHAPTER
14 
Calculating Return on Investment(ROI) and Managing ClientExpectations
MANAGING THE CLIENT’S EXPECTATIONS
Do you, with every single local direct client in every single case, ask what his or her average sale and gross profit margin are? If you don’t, then you’re selling blind. And you face the risk of being blindsided.
This concept of return on investment may change the way you sell forever. Remember that knowledge is power in this business. Armed with certain pieces of client information, you could make huge strides toward completely ...
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