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Win the Diagnostic Game: Part 2

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Last month, we took a look at how to accurately calculate what you should be charging. This month, we’re going to examine how to successfully sell the value of what you’re charging.

We must have a process and tool to sell our diagnostic services profitably. So, back to the statement of value versus time. If we just sell time and we have it priced as we must to ensure our profitability, then there is the inevitable “gulp” you hear a customer make when you answer their question of “how much?”

Read the complete article at Ratchet + Wrench