21Aug/071
Tuesday’s Sales Truth {8.21.07}
The Tuesday's Sales Truths are taken from Bill Brooks' Book Entitled: Universal Sales Truths
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August 21st, 2007 - 10:33
This really is a true “fundamental”.
The implicit message in this post is that to sell at a price that allows you some (hopefully, a lot of) margin you have no choice but to sell on value. Value = benefits minus costs (as perceived by the prospect)
Also key in this post is the timing, i.e. the sales person must ensure avoid giving the price until he or she has had a chance to build value.
Keep ‘em coming Bill!