If you're in B2B selling and wish to close sales deals, you need to understand how to sell on value, not on price.
Value selling is certainly not a new concept but implementing it as sales methodology is still a challenge for companies and organisations that sell their products or services to other companies.
What value selling is NOT
Before discovering what value selling is, let’s see what value selling is not.
Tom Reilly says that value selling is challenging, but not impossible. Discounters shops and powerful chain stores have transforme...