Value-added selling techniques: how to sell more profitably, confidently, and professionally
For the sales professional feeling pressure from customers to lower prices, this step-by-step strategy shows how to focus on value instead of price and makes selling easier and more profitable!
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advantage answer areas ask questions Ask the buyer better price businessperson buyer's needs buying decision CHAPTER SUMMARY charge competition competition's concept concern consider cost current supplier customer's cut your prices deal deliver delivery demonstrate discount discuss easier end-user example extra features and benefits feel funny money give gross profit higher price hug your customer ideas impact important increase involvement Lagniappe meet needs analysis negotiating offer open-ended question percent person position prepared Presentation Matrix presentation stage price objection price plays price shopper proactive probe problem profit prospect purchase quote raise your prices reason response risk sales call salespeople salesperson savings sell value selling techniques sense situation someone specific step strategy sulfuric acid technical support technique tell the buyer there's things tion trial close understand unique value-added selling value-oriented sales variables vendor