Top 10 Reasons Why Salespeople Let Price Drive the Sale
Understanding the Sales Force
MAY 10, 2013
'Understanding the Sales Force by Dave Kurlan Selling value. What comes so easily to the top 6% and some of the top 26% is so very difficult for others. Most of your salespeople have very little capability to build value in the first place. Talking about what your company does better or differently is not building value. Telling a prospect what your value proposition is, does not build value.
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