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"Implementing Value Pricing"
Step One: Conversation
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"The Strategist"
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Step One: Conversation
Step One: Conversation
The Conversation
Naïve Listening
Focus on Wants, Not Needs
Starting the Conversation
Conversations Lower Asymmetrical Information and Adverse Selection
Questions You Should Ask the Customer
Ordinal Value, Not Cardinal Value
Discussing Risk with the Customer
Summary and Conclusions
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