September 2024
Intermediate to advanced
260 pages
8h 42m
English
Content preview from Sales Management for Start-ups and SMEs
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Chapter 7 Your unique value proposition and pricing Why should customers buy from you and how much should they pay you?
Why do SMEs and start-ups need to consider their value propositions?
If you have ever seen a rookie salesperson in action, you may have noticed the potential customer grimace as the salesperson listed feature after feature of their product or service. Simply telling a customer all the attributes your solution has rarely leads to much motivation to buy. In this example, the customer perceived little value from the list because the salesperson did not take care to communicate it effectively.
Recall that one of the fundamental questions your sales strategy should address is “What are we selling?” ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.