We are seeing a selling panic ensue due to the turmoil of the last few months. Salespeople have been doing anything to win business, no matter what the price. This trend obviously isn’t a good one, so I have reviewed some data and contemplated exercises to help salespeople sell value rather than sell based on price,
Yes, we can certainly coach salespeople on what to say and when. But that likely isn’t enough. You see, selling value isn’t just a tactical skill set. It is a combination of skill set and mindset.
There are many factors that go into the […]