An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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5. Find Out Where They Want to Go
Felber mentioned the goal of your consultation should not be to find out what your client(s) are doing, but where they want to go. If a client is working on a new product launch, he suggested finding out what the product is worth and researching its overall market. In addition, how much does the client think it will generate in the first year and who is the expected buying audience, because these questions lead to solving the client's core issue(s).
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Michael Cornnell
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