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Value Selling concepts featured in Australian leadership publication
EAST MALVERN, VICTORIA,
AUSTRALIA | Mar 04, 2009 | Performance Based Results announced their article, Value Selling: Getting Customers to Buy at a Higher Price by founder Paul Cherry was featured in the new edition of CEO Online. Cherry reports that in a recession economy the temptation to lower price can be hard to resist. Salespeople need to establish themselves as confident value selling experts. By steering customers toward value versus price alone (value selling,) sales pros become a true solution-maker for their customers. The article further focuses on specific questioning and discussion techniques to achieve this goal. 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 CEO Online
Australia’s CEO Online is a 24/7 global center of learning, with an expansive research library, providing the latest in management development and thought leadership from around the world. 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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