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Escaping “Three-Bids Syndrome” By Focusing On Value Not Price

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Tuesday, December 1, 2020 (10:00 AM - 11:00 AM) (PST)
Event Details

Escaping “Three-Bids Syndrome” By Focusing On Value Not Price


Sales professionals migrate the discussion away from “features” and beyond “benefits,” putting all the focus on their prospect’s values. They also reframe benefits so they can be measured with the prospect’s yardstick. Once you understand what your prospect truly values, you’re in a much better position to help that prospect make a better evaluation, one that transcends “lowest first cost.”

Learn why proposals that you thought you lost on price were likely lost on value, and how to prevent that from happening in the future… including a sure-fire way to overcome “three-bids syndrome.”

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