Posted under Sales
from http://thesalesblog.com 1709 days ago

How You Made Your Client Buy on Price Alone is a post from: The Sales Blog | S. Anthony Iannarino

If there is no difference between the value that you offer and the value that your competitors offer, your clients are right to make price the deciding factor. [It is your job to both create more value and to differentiate that value from your competitors, if you are to command a higher price]

If you can’t differentiate your offering from your competitor’s offerings in a meaningful way, you cannot expect your client to be able to do so on their own. [It is your job to help your clients understand what makes you different and how it makes a difference. You have to arm them to defend the decision to buy from you internally].

It is likely that you do many things different from your competitors, and that the ...

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