"Your company needs you to sell more at higher prices. Your family needs you to work less while bringing home bigger paychecks. Your community needs you to work less so you can participate more. And, you want more time and money for your hobbies. Imagine, if you could win more deals, faster, at higher prices, then all these things could happen.
It's possible! It's possible because you likely have a HUGE gap in your selling toolkit. Ninety-nine percent of businesspeople I speak with don't really understand value. This problem is almost universal. Yet salespeople, more than anybody else, benefit by deeply understanding buyer perceived value.
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Every purchase happens exactly the same way. The buyer looks at the price of a product and compares it to the value they expect to receive. If the prospect doesn't purchase, it's for one of two reasons: the price was too high, or they didn't perceive enough value. You can probably lower your price enough to get them to purchase, but that's not why you're in business, or in sales. The key is helping the buyer perceive more value."
Este tema é importante para se chegar ao quadrante de ouro:
E quem está no negócio tem de trabalhar para o fazer. E vejo pouco, muito pouco trabalho sistemático para o fazer. De entre as poucas empresas que trabalham sistematicamente para aumentar preços a maioria aposta em torneios de braço-de-ferro.Trechos retirados de "Selling Value: How to Win More Deals at Higher Prices" de Mark Stiving.
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