You must begin determining the customer's Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...
Every customer has a price range where they are willing to make a decision without any further thinking. I refer to this as the Price Tolerance Ratio – also known as the PTR.
You must begin determining the customer's Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...
