If your sales objective is to make the sale regardless, get the most significant order possible and structure the best deal for your company, then your entire focus is really on you.
When it comes to value, tangible value can be added by bundling in additional products or services at little or no additional fee. Still, so many salespeople never capture a truly significant value for which the prospect is willing to pay - YOU!
As a sales coach, I spend my days working with business owners who see a new side of their business after navigating through the pandemic and uncertain times.
