Beyond Selling Value – A Proven Process to Avoid the Vendor Trap

Malgré ce que les experts économiques voudraient nous faire croire, le rôle du représentant commercial direct ne disparaît pas. Mais la façon dont de nombreux vendeurs opèrent est en train de disparaître. La barre a été relevée ; aujourd’hui, une nouvelle langue vernaculaire émerge pour décrire le succès commercial.
Selling Value. Selling as a process. Being more than a vendor. Increasing margins. Making price irrelevant. Winning executive level credibility. Creating competitive immunity. These are the watchwords driving the 21st century sales professional.
But breaking out of the “vendor trap” requires nothing short of a wholesale rethinking of what it means to sell value. Salespeople must re-evaluate the types of opportunities they pursue, what they learn about their customers, the level of customer they’re willing to sell to, and how they communicate with executives who buy value.
Such revolutionary change in approach to the nature of sales also requires a new strategic, step-by-step plan for progressing through the sales cycle. That is precisely the process described in Beyond Selling Value—the most effective method available for selling value instead of price, avoiding commoditization, and differentiating yourself from the competition while developing long-term business relationships in today’s hyper-competitive marketplace.