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The Danger of Discussing Price "In a Vacuum"

What kind of response do you usually get when you present the price of your company's products or services? Do your prospects say, "Wow, that sounds cheap - how soon can I get it?" Or, is their response more like, "Oh...I wasn't expecting to pay that much." If you get the second response with any regularity, the problem may be that you are discussing the price of your product or service "in a vacuum."

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