An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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He continued, "For example, let's say you call on a manufacturing firm, and after conducting research regarding the organization and its focus on safety, you could lead with, 'I read you are certified in several manufacturing safety initiatives and make that part of your company's mission. Do you currently have a safety or rewards program in place? If so, how do you promote it to your employees? Do you have a safety theme, internally? Do you communicate it to your industry in any way?'"
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Michael Cornnell
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