5 Keys to Compete on Value
Have you ever wondered how to get the customer to see the value in what you are selling? In any kind of sales situation, a sales professional typically has to guide the prospect to understand the value...
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The Truth About Value
Value is a term that’s become ubiquitous in business. The word, “value,” can be a verb, adjective or noun. You can value a painting. You can determine that the painting is valuable. And you can sell...
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Value is in the eye of the customer
During the objection-handling module of our ValueSelling sales training course, we ask participants, “What is the most common objection?” Nine times out of 10, the objection they get from the customer...
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5 steps to motivate prospects
You’ve been working with a prospect, getting them engaged and interested your product or service. Everything seems to be moving along. Every interaction you’ve had so far has been positive. The person...
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