An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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There's an idea, generally referred to as "consultative selling," that is becoming increasingly popular in the print and promo community. Instead of selling from a purely "product-and-price" angle, the salesperson takes a more ad agency-like approach and focuses on solving the client's core problem. In other words, what makes the client seek the items in the first place?
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Michael Cornnell
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