How effective are your sales team members at defending your higher prices against your competition? The majority of experienced sales reps can talk a good story about all the ways buying a higher-priced product can save your buyer’s money. But most also collapse when their buyer demands they prove on paper why spending more with you will actually save them money.
Learn the four steps of financial justification, so you can lead your team to proving why your higher price is actually a lower total cost. Love to know what you think of his idea! And please reach out if I can answer any questions or offer ideas to help you become a better leader of your sales team.