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Paul Cherry named Finalist in Top Sales Article competition
LONDON,
UNITED KINGDOM | Mar 02, 2009 | The Sales Corporation has selected Paul Cherry as a Finalist for their Top 10 Sales Articles of the Week. The article of distinction was Value Selling: Getting Customers to Buy at a Higher Price. In the article Cherry explains that because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. It’s easy for people to confuse price with value, where the lower-priced item turns out not to be the best value. The article further demonstrates specific discussion and questioning techniques that sales professionals can practice in order to create the perfect value selling scenario. About The Sales Corporation The Sales Corporation is home to some of the most innovative and original sales related initiatives in the world. Paul Cherry is featured in two of their websites:
Featured article excerpt:
Value Selling: Getting Customers to Buy at a Higher Price by Paul Cherry Value selling is an important sales technique that relies on building on the inherent value of a product or service. Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution -- a higher value. I know a long-married couple, Sam and Sarah, who have very different takes on value. Growing up wealthy, Sarah could afford to buy expensive, well-made shoes that would last for years.... Read the entire article here. About Performance Based Results
PBR is a sales training and leadership development firm located in the Philadelphia metropolitan area. It specializes in customized on-site training workshops that emphasize questioning techniques that enable participants to improve customer relationships, increase sales quotas, qualify new prospects, and become better leaders. Custom webinar training and one-on-one coaching are also available. PBR has helped over 1,200 organizations in every major industry ranging from small family-owned companies to leading Fortune 500 corporations. CONTACT: Paul Cherry, 302-478-4443, cherry@pbresults.com |
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