Sell Value, Not Price MP3

$ 24.95

Category: Salespeople, Sales Leaders and Business Owners

The most successful salespeople I know always have an IDEA of who they are selling to.  IDEA is an acronym standing for Influencer, Decision Maker, End-User or Approver. You have to know each contacts role within their organization if you hope to make a sale.  You will learn the four areas of focus for all business owners today.  In addition you’ll learn how to use metrics ($, # or %) to cost-justify your solution…even if it’s more expensive.  Lastly, you’ll get introduced to our VALU (Follow-up) email template to ensure buyer and seller alignment as well as how to create a sense of urgency with your buyer.