You don’t have to discount price to win good business and good customer relationships even in tough markets.
I mentioned earlier this year my team and I are working on a large sales fitness training assignment in the finance sector around Australia. These guys are hard up against it when it come to ‘price’ being a key target at the moment. A number of their competitors are trying to buy market share with discounted prices. The market is being hammered with ‘discounting’ of all sorts – some clear, some not so clear and some very dubious.
Many people have commented ‘Is this the right time to be investing in these people given the state of the market?”.
My reply is ‘This is exactly the right time to be investing in your sales people’. And here is why.
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