Linda Richardson has a nice article on EyeOnSales, "Discussing Vs. Sending Price."
She covers the topic very well, I won't repeat it. I am constantly amazed, however, about the number of sales people that are too busy or too rushed or too sloppy to present their solutions, pricing, and value to customers.
It's never the customer's responsibility to figure out what value they will get from a solution and to develop the ROI themselves.
It's the obligation of the sales professional to demonstrate and prove the value of their solution to the customer. Not doing this is not only sloppy and unprofessional, but it demonstrates tremendous disrespect for your customer.
The job of the sales professional is to help customers achieve their goals, objectives, and solve problems. If you don't take the time to help them understand how they will do this, then you haven't earned the business.
She covers the topic very well, I won't repeat it. I am constantly amazed, however, about the number of sales people that are too busy or too rushed or too sloppy to present their solutions, pricing, and value to customers.
It's never the customer's responsibility to figure out what value they will get from a solution and to develop the ROI themselves.
It's the obligation of the sales professional to demonstrate and prove the value of their solution to the customer. Not doing this is not only sloppy and unprofessional, but it demonstrates tremendous disrespect for your customer.
The job of the sales professional is to help customers achieve their goals, objectives, and solve problems. If you don't take the time to help them understand how they will do this, then you haven't earned the business.
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