The Power of Value-Based Negotiations
All sales involve negotiation to some degree. It follows that the more your sales team sharpens their negotiation skills, the more success you can expect over time—quicker closes, increased sales, and customers who believe in the value that you deliver and are ready for repeat business. Even in a B2C environment, understanding the value that your products or services deliver to a customer enables you to get better prices and repeat or referral business.
By learning and applying the principles of value-based selling to craft a singular value argument, your salespeople can systematically set their products and solutions apart from competing providers. They can improve their numbers and their customer relationships at the same time—growing trust and winning lucrative repeat business. In this situation, your company will become the incumbent seller that is difficult to unseat.