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Selling added value

The raison d’etre of sales is to sell the added value of its product or service relative to the competition and defend against price pressure to deliver both the sales and gross margin budgets.

Too often a myriad of excuses are used to cover the reality that the sales operation fails to adequately sell added value and either discount to win the order or records the loss as “the price was too high”.

In today’s market the adage “sell value or perish” has never been more relevant. Quantum’s under-pinning methodology is delivered via workshops and field coaching to embed the required skills.

Avoiding price pressure

Popular myth: People always buy on price. Reality: People never buy on price! They make a price versus value judgement and if no perceived value in the additional premium is demonstrated, the ‘cheaper’ option wins.

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How good questioning leads to great sales

The fact is that there are too many salespeople out there who spend most of their lives in a ‘comfort zone’ talking about their products and services to people who may / may not understand them.

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The biggest missed opportunity in selling...

Scientist have now proven that we make up our mind about people in a fraction of a second. So why do so many salespeople not manage to make a good impression when they meet somebody for the first time?

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Quantum tools

We use a tried and tested series of tools to deliver operational improvements across your business.

View the tools we use

Sales Leadership Diagnostic for business leaders

Take 5 minutes to complete the SLD Radar Chart and get a FREE OF CHARGE high level report on the current sales leadership effectiveness benchmarked against B2B best practice.

Complete the SLD diagnostic

Let's talk...

To find out more about how Quantum can help to improve your company’s sales performance and achieve your growth targets, simply call or email us.

Quantum Sales
Head Office, Bank House, Market Street
High Peak SK23 7AA.

Please call us on:

01243 788033

or email:

info@quantum-sales.com

to speak to one of our expert consultants.

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