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How to Win the Deal Without Discounting
Manage episode 311445826 series 3123219
Indhold leveret af Alen Mayer, Sales Expert, Alen Mayer, and Sales Expert. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Alen Mayer, Sales Expert, Alen Mayer, and Sales Expert eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.
If you base your offer on your price only, there is a good chance that someone will have a lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, not just to save money because every other salesperson will say exactly the same.
The customer wants to see the value, not in your product; he wants to get the value from your solution to their business problem. They must perceive the unique value from you. If they cannot differentiate you from the competition, there is no reason to buy from you.
Probably you can’t differentiate much with your product, I am sure you have some unique features, but your competition has them too. Customers today can easily substitute your product with the one from your competition and still be satisfied.
So how can you differentiate? Listen to learn more.
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