Losing sales on ‘price’?

Question: How can you win new contracts / orders when your competitors are trying to win on ‘price’ – because ‘price’ is where they’re strong and you’re not?

Answer: You / your people have to be better at selling ‘value’ than your competition is at selling on price.


The bad news?

Selling on price is simple (if you’re cheaper than your competitor). Selling ‘value’ requires skill.


Bottom line?

You will have to pay for one of the following:

1. For the loss of sales to your competition (thereby helping your competition grow)


2. For the sales skills training to enable your people to learn how to sell value and in so doing cancel all the negative consequences above


The good news?

You choose which price you want to pay


Selling is a skill

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