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March-April 2017

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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.

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