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Too often, salespeople get stuck on price. If you sell on price, you lose on price. As soon as someone cheaper comes along, a customer won't hesitate to cut you loose. Instead of getting caught up in price wars, you need to steer a customer's attention to other issues. This means asking your customers about value. What characteristics does the organization value in a vendor? Are they most concerned with good customer service, high-quality products, speedy delivery or ease of use? Once you get customers talking about these areas, you can determine what their needs are and how you can position yourself to meet them.
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