Transcript
Why sales people
Cut Price?
Russell SarderChairman and CEO
NetCom Information Technology
Because they can
Fearof losing the deal
Lack of Confidencein what they sell
Lack of skillon how to sell value instead of price
ProjectionI shop price, doesn’t everyone
Mixed Messagesgiven by Sales Managers
Over identificationwith clients
Russell SarderChairman and CEO
NetCom Information TechnologyWeb: www.netcominfo.com
Blog: http://russellsarder.wordpress.com/
Concept source / Book
• Value based selling by Tom Reilly• Pricing for profit by Dale Furtwangler
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