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Friday, 05 September 2008
 
 

Profit is NOT a Dirty Word

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Profit is NOT a Dirty Word

Have you noticed that price is not the major topic of discussion when it comes to customer expectations? You see, the reality about price is that the customer expects the right price, which does not automatically mean the lowest price. A key skill you must acquire to become top sales performer is the ability to explain and sell value. What is the difference between "price and cost?" The point is that competitive advantage is not about price- it's about value. So what are the products' value propositions? This is not just the features and benefits. It's about what value the features and benefits actually provide for the customer. What are your company's value propositions? What are your personal value propositions? Why should the customer do business with you- with your company?
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