Our PerspectiveValue-based is the most misused and misunderstood term in business today! Most companies believe they take a value-based approach in their marketing and sales efforts. They've been briefed on SPIN® Selling, Strategic Selling® and Voice of the Customer, but while these techniques are useful, they miss the key element necessary to capture volume at premium prices. Not until you're able to quantify and communicate your economic value (in hard dollars and cents) and then convince buyers that they must pay for value (by forcing them to negotiate on value, not just price) can you expect to maximize your growth and profitability. View SPG's Education Programs.
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