Every prospect whom you have ever seen in the past, or will ever see in the future, has had the same question in mind. And 99% of the time they never ask it. But rest assured, if you lost the sale it is likely that you never answered it to their satisfaction. This question, that you must answer in order to successfully close new business is simple: "Why should I do business with you instead of your competitor?"

Suppose they do ask you that directly? Do you have a good answer?

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