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January 05, 2016



This objection clearly means you have failed to listen effectively, isolate the issues,discuss possibilities and propose a solution set to meet the clients vision.The value of your solution and its ROI to the client has been missed.
If you strive to be the low cost provider, you have achieved your goal. Be a business partner, not a peddler.
David Schab

John Hirth

Hello David,

First, thanks for reading my post and taking the time to respond.

I agree with what you have written from a strategy standpoint, we always strive to sell "value not price" and in that regard we are on the same page.

In fact, if you re-read my post, you will see I address that concept in paragraph three. Further, asking the question "is there a reason you asked about that product?" (which is also suggested in the post) would put the sales person in the position to gain additional information (listen) that might help them to identify the additional value you have referenced.

While the strategy to "sell value" is important I believe it is also important, when training and coaching sales people, to present specific situations that they will encounter and then recommend tactics (actual responses to the situations)that help them implement the strategy (sell value). This is what I have tried to do with this post.

I hope this clarifies what was presented and helps you see that I would never suggest anything less than to be a business partner. Peddling is for cyclists!!

John Hirth

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