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Selling on Price

Guest post by: Todd Willard

Article Overview: Using value along with price to make a sale & keep the client in the long run.

Selling on Price

I just completed training another sales program and it continues to be very evident that the majority of sales representatives continue to sell based on price. While you as a sales rep will continue to win business for the company, this is a very dangerous foundation to use when selling.

The old saying of: "If you sell it on price, you will lose it on price" could not be any truer than what we find in the marketplace today. I may gain the business for the short term, but the second another vendor shows up on my client's doorstep with a lower price, that client will jump ship in an instant.

The sales "professional" will at least attempt to drive some semblance of "value" into the sale, so that the sale is not perceived to be a "price" oriented sale.

Sell on value - where possible and retain your client business.

WILLARD'S WISDOM

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Article Tags: sales, sales appointments, sales training, selling



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