Salespeople who sell on price are easy to beat because another salesperson can just lower their price a little more.
If you allow competitive salespeople to make your product only about price then that will be the determining factor for your customer.
Let me say this as clearly as I can… Professional Salespeople DO NOT sell on price.
They know that price is merely one factor in a buyer?s decision making process. It makes no difference if it is an individual buyer, a corporate buyer, a municipal or governmental buyer, price is very very seldom the only consideration.
People pay a certain price for a product or service in the hope that they receive value in return.
Value is an interesting word because it has about as many definitions as there are people on earth. ?Value? means something different to people based on their expectations, their past experiences, their lifestyle…
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