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“Tom, I’m more than happy to push that meeting off another week, but I’m a little confused. You said that every month that goes by without a new system in place you’re losing money, and yet you were hoping to increase your profits next year by 4%. It’s going to get awfully hard for you to reach that goal if we keep going at this rate, isn’t it? Is that OK?”
Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
by Keenan
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