selling on price

  • Top 10 Reasons Why Salespeople Let Price Drive the Sale

    • May 10, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Selling value.

    What comes so easily to the top 6% and some of the top 26% is so very difficult for others.

    Most salespeople have little capability to effectively build value. Talking about what your company does better or differently or telling a prospect what your value proposition is does not build value. Instead, value comes from 3 things:

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  • Are Your Salespeople Selling Price Like Sam’s Club or Value Like Nordstrom’s?

    • November 12, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    So what does this say about the state of the economy and more specifically, about discounting and trying to win business based on price?

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