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    5-23. Show your spreadsheet to salesmen. - Electronic Edition

    5-23. Show your spreadsheet to salesmen. - Electronic Edition
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     A further benefit of putting your information on spreadsheet is the magical power of written figures to exact better prices from vendors. Most have a general policy of beating direct competition. Once it’s in writing it’s actionable, and the subs and vendors will react to almost anything that’s in writing. It’s like a red flag to a bull. They will cut prices to beat competition if they see any documentation. I had no idea how competitive appliance vendors could be until I showed my spreadsheet with the other vendor prices to a salesman. He moved dramatically, so I showed the revision to the others who also responded quickly.

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