[PDF.47is]  The Challenge of..* Harry Macdivitt, Mike Wilkinson

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 | #2621603 in eBooks |  2012-08-13 |  2012-08-13 | File Name: B008X5T3AW

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First you must understand your customer and what is important (valuable) to him personally and to his business in terms of the three elements of the Value Triad©.

Second you must understand your competition and how you are different from them on those issues that are important to the customer.

Third you have to quantify the monetary and emotional value (both positive and negative) of these differentiators.

Finally you have to con...

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