In my Negotiation Boot Camp® seminars, one of the major negotiation learning points for salespeople is to shift the focus from price to value. We know that the buyer wants a lower price. But if the seller can provide value, then the buyer will pay more. Value is the key to sales negotiation. But we tend to be cavalier in the way we use the word value. What do we mean when we say, “Sell Value!”
Read the entire article on the NegotiationBootCamp website.