conversation down a path of value. Each buyer defines value in a
different way. Early in the process, understand how your buyer
defines value.
Any commodity product wrapped in value added is a
differentiated solution. Value-added salespeople proactively take
control of the sales conversation and guide it down a path of value.
Value-added salespeople stretch the buyer's time horizon by asking
the right questions. These questions enlarge the conversation and
focus on long-term outcomes.
Value-added salespeople help buyers think bigger – beyond just
product. Remember, customers can buy pallets anywhere. What if
you sold more than just pallets?
PC
16
PalletCentral • March-April 2017 palletcentral.com
COVER STORY
Paul Reilly is President of Reilly Sales Training.
Reilly Sales Training helps organizations compete more
profitably by selling on value, not price. For additional
information, call or e-mail Paul at 636-778-0175 or
Paul@ReillySalesTraining.com. You can also visit
www.ReillySalesTraining.com and sign up for his free newsletter.
JFR
Holdings,
Inc.
Each buyer defines value in a different way.
Early in the process, understand how your
buyer defines value.
