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Wenn es um Preisverhandlungen geht, lassen sich viele, auch erfahrene Fachleute häufig auf Rechenspielen ein – und geben dem Kundendruck letztlich oft mit Rabatten nach. Sonst ist der Kunde ja weg. Oder? Ganz im Gegenteil. Warum es an der Zeit ist, genau in die andere Richtung zu denken – und statt Preissenkungen zunächst eine Wertsteigerung […]


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