Focusing on Value, not Price

Our customer is one of the world’s largest wholesaler of technology products and services assisting most Fortune 1000 customers. After the launch of a new software solution, salespeople in our client’s organization were struggling to overcome price objections presented by their customers.

Over the past 20 years, we’ve participated in hundreds of our clients’ national sales meetings as trainers, coaches and observers. When it comes to training at such events, we’ve seen firsthand what works and what doesn’t. We recently pulled our collective learnings into the following ebook.