http://www.barrett.com.au/blogs/SalesBlog/2009/127/sales/you-don%e2%80%99t-have-to-make-negotiation-a-part-of-every-sale/ everybody lives by selling something. Thu, 19 Jan 2012 06:15:30 +0000 hourly 1 http://www.barrett.com.au/blogs/SalesBlog/2009/127/sales/you-don%e2%80%99t-have-to-make-negotiation-a-part-of-every-sale/comment-page-1/#comment-1350 warren coppard Mon, 02 Feb 2009 04:39:23 +0000 http://www.barrett.com.au/blogs/SalesBlog/?p=127#comment-1350 If sales people are to make a greater emphasis on 'value', why do many firms make their initial training efforts based on selling techniques that teach very little about how to add value? Anderson, Narus and Kumar's Value Merchants book and articles give some good insight in how to focus on value rather than just price but there is little adoption of their techniques. If sales people are to make a greater emphasis on ‘value’, why do many firms make their initial training efforts based on selling techniques that teach very little about how to add value?
Anderson, Narus and Kumar’s Value Merchants book and articles give some good insight in how to focus on value rather than just price but there is little adoption of their techniques.

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