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Communicating Value

You can sell as hard as you can, follow-up just the right number of times, answer all your prospects objections, take them to football games, buy them dinners, but you still won’t close if you don’t communicate value.

It’s not just a matter of showing how you’re different and better. It’s not a question of how you communicate that. It’s how that relates to the needs of your prospect.

That comes down to identifying the prospects pains and demonstrating how what you offer will relieve them. That’s the value you offer, and if you don’t find the pain, you won’t have the “translator” to communicate your value.

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