Sales professionals have been taught to sell value, not price, ad nauseam. I have no doubt that the phrases “sell value” and “demonstrate value” have been drilled into you by leaders and trainers. Demonstrating value by building a business case for how you and your company will deliver measurable business outcomes is crucial for both......
The Right Way to Handle the “We Need More Time” Objection
Decision Deferment: The Most Misunderstood Sales Objection Decision deferment is one of the most common—and misunderstood—objections in sales. You’ll…...
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Jeb Blount
