How to Soft Sell in a Hard World by Emphasizing Value

If we are to compete on value, we must learn to create and conduct a value-added sales presentation and understand the philosophy behind the value-added sales process.

In today's world of fierce competition, consumers are bombarded with an overwhelmingly large number of choices for any given product or service, all of which have different prices. This makes the playing field more challenging for the average salesperson.

Technology enables consumers to gain access to price information and product competition in advance of meeting with a salesperson. Savvy consumers can do a lot of homework ahead of time.

The educated consumer looks not on

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