Description
Nothing warms the cockles of a salesperson more than getting a new client. Often you are able to secure that new client because you have a quality core product or service that is provided at a competitive price. While you may not make a great deal off that initial offering, there will no doubt be the chance to build on your initial rapport with your new client and engage in the task many sales people know as “up- selling.” That is where the concept of the Profit Tunnel comes into play
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