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Paul Cherry Book
Fans of Paul Cherry’s Questions That Sell are singing its praises! The concepts introduced in this highly-rated book create a foundation for all PBR programs and workshops! Work With UsGet access to our customized sales performance training programs and management workshops. 302-478-4443 |
Value Selling article focuses on Pricing Issues
PHILADELPHIA,
PA
| Nov 06, 2008 | The latest Sales Trainer newsletter features the Paul Cherry article, Value Selling: Getting Customers to Buy at a Higher Price as its lead. Because customers often use price as the dominant factor in negotiating, sales pros must show that sometimes the higher price provides a better solution — a higher value. Cherry shows how asking the right questions and utilizing value selling techniques can help professionals close more deals without getting cornered on price issues. About The Sales Trainer The Sales Trainer newsletter is published by Sales Training Camp, whose contributor list features some of the best sales trainers in the world. 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, sales management training and sales coaching firm located in the Philadelphia metropolitan area. It specializes in customized on-site training workshops that emphasize innovative sales questioning techniques that enable participants to improve customer relationships, increase sales quotas, qualify new prospects, and become better managers. Teleconference training and individual sales and sales manager 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 for a free consultation.
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