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Blog - July 2019

Cost of Ownership Part 2

The ability to explain the concept of cost of ownership is a skill that every successful sales consultant needs. It has been often said that people buy with emotion but pay with logic.
Helping a client make a positive buying decision means that we sometimes need to walk them through a logical cost of ownership discussion to:
• Resolve a price objection
• Make them comfortable paying more for a better product or
• Help the procrastinator make a decision to buy now