6. THE CUSTOMER WILL BE
GLAD TO PAY THE PRICE
OF CHANGE..BECAUSE HE
KNOWS WITHOUT CHANGE
THERE WILL BE NO
IMPROVEMENT IN HIS
LIFE.
A SALE IS NOT ABOUT MONEY
11. IF THE CUSTOMER’S
PERCEPTION OF THE VALUE
OF PRODUCT IS LOWER THAN
HIS PERCEPTION OF THE
VALUE OF HIS MONEY, HE
WILL NOT BE WILLING TO
PAY THE PRICE.
VALUE VS. MONEY
13. THE ROLE OF THE SALES
AGENT IS TO CHANGE THE
PERCEPTION OF THE
CUSTOMER..THAT THE VALUE
OF HIS MONEY IS LESS THAN
THE VALUE OF THE
PRODUCT.
VALUE VS. MONEY