What's the Opportunity Cost of Taking an Unfair Advantage in a Deal

question 8

Multiple Choice

What's the opportunity cost of taking an unfair advantage in a deal?

• A) Probably nothing, if the transaction is only taking place once.
• B) Building a reputation for being untrustworthy if the deal is likely to be repeated.
• C) Future deals may not occur or may come at a much higher cost.
• D) All of these statements are true.

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Definitions:

Trial Close

A sales technique involving asking a potential customer a question that assumes the sale is going to be made, in order to gauge their readiness to buy.

FAB

An acronym for Features, Advantages, and Benefits, a sales and marketing strategy focusing on the product's aspects and their value to the customer.

SELL Sequence

A structured approach in sales that typically includes steps such as Show features, Explain advantages, Lead into benefits, and Let the customer talk.

Business Proposition

An offer or plan proposed by a business to provide certain products or services with the aim of generating value or profit.