What if the customer says, “I don’t have any Bad Costs!” What’s next? How do you respond? In this lesson I share a fantastic way to climb out of the, “we don’t have any bad costs” corner! I also introduce my three-step questioning process.

You are the “Doctor of Manufacturing.” But to heal the patient, you’ve got to get into the plant, or what I call, “the Candy Store!“ All my diagrams and jackpot business questions are formed to help you do just that. Once you’re in the plant, the probability of making a sale goes way up! How many questions should you pose before asking to get into the plant?  It’s a gut feel, as every sales call is somewhat unique. This lesson gives you the roadmap to extend the Bad Cost conversation.