Selling Value vs Best Price

Some salespeople



  • claim to understand their company’s value proposition and sell the value to their prospects.

  • claim to have the best (or competitive) price and their prospects recognize it.

  • claim to sell value and if that doesn’t work they drop their price.

Which are you?

I talk to salespeople every day. Whichever you picked, you are doing it wrong.

You are letting your spouse down.
You are letting your children down.
You are letting your employer down.
You are letting your everyone else that depend on you to do your job right down.

You are leaving money on the table that belongs to people that are counting on you.
You are letting your competitors do business with people that should be doing business with you.

You don’t believe me? Read this and the article that it points to.

So, what should you do….this? or send me an email to get started?

Will it be more of the same in 2008 or do you want to give yourself and your family the best Christmas present ever?

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One thought on “Selling Value vs Best Price

  1. I also subscribe to Dave’s Baseline Selling Tips. When I read his article, I sent an email to my whole sales staff with a link to the article, and a list of my own questions and comments to stimulate thinking. We’ve had great growth in 2007, and plan to have even more in 2008 largely because we’re learning some of this stuff. In that way, we are, indeed, looking at more of the same in 2008, and I’m delighted! Thanks for your help!

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