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How to Win the Deal Without Discounting
Manage episode 311445826 series 3123219
Nội dung được cung cấp bởi Alen Mayer, Sales Expert, Alen Mayer, and Sales Expert. Tất cả nội dung podcast bao gồm các tập, đồ họa và mô tả podcast đều được Alen Mayer, Sales Expert, Alen Mayer, and Sales Expert hoặc đối tác nền tảng podcast của họ tải lên và cung cấp trực tiếp. Nếu bạn cho rằng ai đó đang sử dụng tác phẩm có bản quyền của bạn mà không có sự cho phép của bạn, bạn có thể làm theo quy trình được nêu ở đây https://vi.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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