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Contagious Selling: How to Turn a Connection into a Relationship that Lasts a Lifetime by David Rich

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CHAPTER 7

What’s All the Fuss About Price?!

The presentation is over, and you’ve made a solid recommendation for a next step. Now what? We all know what to do if the next step was granted and all was agreed upon and no one had to talk about money at all. But that often isn’t reality. Things can get sticky when you have to talk money. This chapter is dedicated to how to talk about price with a potential buyer.

I once had a salesperson tell me something after one of my seminars that almost floored me. He said that he genuinely loved his job and loved his company. The only thing he didn’t like was when he had to talk about price. He went on to say that selling would be the ideal profession if price were never brought up and never an issue. After ...

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