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"You never want to start a selling conversation in this category based on price. It needs to start off with the type of promotion they are doing, what point they want to get across," Bradley cautioned. "You want to get as much out of the way before you start talking about price. Let the end-user mention the word 'budget' before you do since the subject matter is so delicate."
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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