People
buy value they don't buy price
If we
don't want our products and services to be viewed as a commodity salespeople
need to do a good job at selling value over price.
What contributes
to value is the salesperson, the company, in concert with their products
and services.
Therefore
the sales person needs to do a good job at selling themselves,
their company and their products and services. A professional
salesperson has to have the philosophy that they are selling for
one reason and one reason only and that is to be of service to
the customer.
How
might you be able to avoid being beat up on price if you could
improve in the following area?
