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NorthStar Performance Partners, LLC | Minneapolis, MN
 

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Value

In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion.

 

In enterprise selling, there is a heavy focus on business value. Watch to see how Brian Sullivan, VP of Sandler Enterprise Selling, addresses this challenge through the Sandler Enterprise Selling Program.

Watch Time: 2 Minutes

What happens when prospects ask your price upfront before you’ve discussed any aspect of the business? Are they just shopping around, or maybe they don’t see a difference between you and the competitive product?

When making a personal purchase have you ever thought, “That’s a lot of money?” How about in a selling situation, have you mentally suggested that the prospect is spending way more than you would on a product or service?

Why do people buy milk or bread or cereal or soda at the gas station convenience store when those items are far less expensive at a grocery store? Obviously, they have a need for the items. More importantly, buying at the convenience store is quick, and you guessed it, convenient. 

1. You will fail to establish credibility during the initial phone call or meeting. The primary questions looming in the minds of prospects when they first talk with salespeople are, “What do you know about my company?” and “What do you know about my industry?”