January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Creating Value During Formal Negotiations
13.4 Outline methods for creating value in formal negotiations
The challenge a salesperson faces in almost every negotiation is to sell products and services based on fair and unique value propositions, not on price.39 If salespeople rely on price only to capture and retain business, they reduce whaxtever they’re selling to a commodity. Once that happens, there is no customer loyalty.40 In this section, we focus on how the salesperson can tactfully create value for buyers during formal negotiations without compromising profits.
How to Deal with Price Concerns
As we have noted, price resistance is common, so we must prepare for it. There are some important “do’s and don’ts” to keep in mind when the ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.