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Buying Criteria

How to Influence Buying Criteria by David J. Pannell

The full title of this book by David J. Pannell is

How to Influence Buying Criteria and open doors to More Business, Better Margins in Less Time

In my review posted on Amazon.co.uk, I gave it 3 Stars.

Here is my review.

Worth reading if price versus value is a consistent problem

This book looks at the issue where customers focus on price when there are clear differences in value between competing products. The challenge for the sales person (this book is sales rather than marketing focused) is to open up the conversation. [continue reading…]

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