what you've got with others and what they have now.
Knowing this allows you to get around this sales, price and profit blocker.
Some will say "build value".
It's always been irritating to me that term.
It's such a airy-fairy term.
Think of the ad "Where's the beef"...
well that saying pops into my head when I see it.
Or the movie where the actor says, "show me the money"
A very solid way to show them the money is to find a way to use numbers,
money and time to replace words.
It demonstrates to the prospect what he really gets
better than anything else.
One good demonstration beats thousands of words.
Those Billy May informercials are proof of it.
Here's a pdf getting into more detail on how you
come up with numbers and dollars for yourself.