In my community, there is a very big named sales trainer who came out during a presentation recently and said, "Your job as a sales rep is to push your value proposition hard and often enough until the customer either buys or walks."
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Recently, I was speaking at a large conference that was focusing on sustainability and building technologies in the green space. After my presentation, someone came up to me and said, "Colleen, we need to stop focusing on the gloom and doom. We need to start telling people how great our solutions are."
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Most sales reps are making a fundamental mistake when handling the pricing objection. They're always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. We want the buyer to be faced with an apples-to-oranges comparison. Now, why do we want that?
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