Selling, value vs price

How to best coach my staff on how to overcome customer focus on price when we focus on value...

Answer
Hi,
I cannot suggest much better than:
1) The SPIN Selling approach.
Take a look at my SPIN Selling Summary
AND
2) Focusing on your customers Criteria.

Happy reading, Greg

Testimonial

Hi Greg,

I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.

My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino

Testimonial

The info is very helpful and productive... Gurbir Singh

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