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Customer profit improvement begins with knowledge of how customers make the profits that you are going to improve: how they make their money right now. This is the starting point for Consultative Selling. Unless Consultative Selling strategies can improve the profits a customer can make, the customer will not be a prospect for high-margin sales.
A customer makes money based on five principles:
Circulating capital
Turnover
Contribution margin
Return on investment (ROI)
Payback
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