Never Quote Price Before Establishing Value

Nice gem:

In time, through rapport and frequency of contact, tension goes down and trusts increases. Court your prospect across the “transfer of trust” bridge to become your client. Be the professional and help your client make a well-educated decision. Show them what to do next to increase their financial position. When you establish value, price doesn’t matter. Never quote price before establishing value.

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About Andy Wibbels

Andy is an award-winning blogger and author of the book Blogwild! A Guide for Small Business Blogging. His work has been featured in The Wall Street Journal, USA Today, Entrepreneur, Wired, Business Week, Forbes, and other national and international media. He was worked at several San Francisco startups including Typepad, Get Satisfaction, SInMobi, Keas, and Mindjet. Currently, Andy is Director of Marketing at Lucidworks. Tw · Fb · G+ · Li

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