An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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2. Research the Client and Its Market
A knowledge of your client's basic business strategies and the overall market for its product will greatly improve your consultative efforts. "Understand how your prospective client goes to market before walking into your very first meeting," said Livengood. "This prelude helps the consultant ask the most intelligent and pertinent questions, and establishes credibility immediately."
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Michael Cornnell
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