Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander
SBI
JUNE 3, 2015
No matter how many advertisements I saw for sanders, I didn’t go out and buy one—that is, until I was hanging a custom sized door this weekend and needed to shear a little off the top corner. Without these triggers, a value-gap exists. Value-gaps are what keep opportunities from closing and lengthen sales cycles.
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