Creating a Frame of Value in the Sales Process

The speaker talks about the effort put into the presentation and the book, emphasizing that the presentation was only 10% of the work. They explain the importance of contextualizing the value of the offering to help people understand how it can benefit their lives. The speaker highlights the difference between giving away a free gift and justifying the value of a high-priced gift given for free. They stress the significance of creating a frame of value for the product before it's offered at a reduced price, emphasizing its importance in the sales process.

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