Appendix E
Questions for Assessing Personal Value Contribution
- Why me? Can any speaker or trainer do this, or do I have special attributes?
- Why now? Is the timing particularly urgent or sensitive?
- Why is this being handled in this manner? Is there some aspect of the methodologies or relationships that is key at the moment?
- What's unique about our relationship? Does the buyer place special trust in me?
- What's my unique value added? To what extent can I “guarantee” success and exceed the buyer's expectations?
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