Before I give you the answer, I want you to think about what you say right now when a prospect asks you this question. Do you: A. Give them a rough estimate but low-ball the price so you don’t scare them off. B. Tell them you won’t know until you work up a proposal. C. Tell them what you charge …

Component I: A Process For Monetizing Existing Customer Relationships Cross Sale Opportunities Maintenance, Membership, On-Going Support Contracts Referrals Component II: A Process For Converting A Prospect (Lead) To A Sale USP or Unique Selling Proposition. Answers the question why should I buy from you over my current vendor? Remember, your biggest competitor (or vendor) might be apathy or fear of …