How to shift the conversation from Price to Value
In last week’s post we talked about how –given that every business executive is a consumer, and the amount of discount sales in the retail sector- the expectation of ‘better price’ is impacting B2B sales.
We concluded that a more pragmatic approach is needed, based on value rather than absolute price.
This is the point we need to understand as sales people and business leaders: the client does not really see a price, they see and are looking for value. So our real mission … read more by subscribing.
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