Question: The price - value formula: Multiple Choice tries to translate features into advantages and advantages into benefits. is a description of the buyer's thinking process

The price-value formula:
Multiple Choice
tries to translate features into advantages and advantages into benefits.
is a description of the buyer's thinking process and an explanation of why price objection is heard so often.
is the answer to "your price is too high" objection.
connects cost, value, and price. Cost and price can vary but value cannot.
is generally used when the buyer is convinced that the buying the product is a good deal.

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