How to Sell Value Instead of Price: Value-Based Selling
Summary
Selling based on value rather than price requires a strategic sales process and management support. Identifying ideal prospects is crucial; knowledgeable customers who recognize their limitations are likelier to appreciate and pay for added value. Management should assist by defining the sales process and clearly articulating the sources of value to both sales teams and customers. This involves moving beyond product specifications to understanding and communicating how offerings can address specific customer needs and challenges. By focusing on delivering tailored solutions and expertise, businesses can justify higher prices and foster stronger customer relationships.
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