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Monday, 07 July 2008
 
 

Selling Value Not Price

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Selling Value Not Price

"Our products have become commoditized and our customers only care about price." This was the opening volley at a recent sales training session when I introduced the idea of Selling Value Over Price. The salespeople's resistance to the idea was strong and quite predictable given what's gone on in our marketplace over the last 5 years.
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