Billion Dollar Agricultural Biotechnology Company learns PBR Value Selling Skills
INDIANAPOLIS,
IN
| Dec 23, 2008 | In today’s highly competitive agricultural biotechnology sales industry, value selling is one of the more important selling skills needed by top level sales professionals. For this reason, Value Selling: Getting Customers to Buy at a Higher Price by Paul Cherry is featured in this month’s eConnect Magazine published by Dow AgroSciences.
Cherry points out, because growers and other industry leaders and influencers often use price as the dominant factor in a sales negotiation, biotechnology sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Asking the right questions and utilizing value-added selling techniques can help biotechnology sales pros satisfy their customers without getting themselves cornered on price issues.
About Dow AgroSciences
Dow AgroSciences is a top-tier agricultural company providing innovative crop protection, seeds and biotechnology solutions to serve the world’s growing population. Global sales are $3.8 billion.
Cherry points out, because growers and other industry leaders and influencers often use price as the dominant factor in a sales negotiation, biotechnology sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Asking the right questions and utilizing value-added selling techniques can help biotechnology sales pros satisfy their customers without getting themselves cornered on price issues.
About Dow AgroSciences
Dow AgroSciences is a top-tier agricultural company providing innovative crop protection, seeds and biotechnology solutions to serve the world’s growing population. Global sales are $3.8 billion.
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.
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
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