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High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

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CHAPTER 6Sell More by Talking Less

ARE YOU INTERESTED in making more money by closing the same number of sales, but at a higher price? I am guessing your answer to that question is a resounding “Yes!” If I then ask you how you plan to achieve this goal, you might give me some complex process that would result in the customer paying more. However, in reality, the answer is not some complex formula. It’s rather easy, but it requires focus and discipline.

It comes down to two things. First, ask more questions. Second, listen to what the customer tells you. I can’t begin to tell you the number of times I left money on the table early in my sales career by failing to do both. For some reason, as salespeople—and I put myself in that group—we believe ...

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