An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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It's perhaps a subtle shift in business philosophy that can be vital for the growth of your company. When your goal is to solve problems rather than just provide product, clients will begin to judge you based on results, greatly reducing your vulnerability to price wars.
Consultative selling is how you beat the web stores, the under-cutters, the manufacturers and the IP thieves. It's how you broaden your business's competitive traits, build a list of clients who are more loyal and harder to poach, and even increase your profit per sale.
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Michael Cornnell
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