How To Build Value
Before you explain why your company is different, ask a few simple questions: Why?Because value is personal. Most reps use a birdshot strategy —They rattle off everything they do well and hope something hits. That’s not value-building.That’s guessing. Real value comes from understanding what actually matters to the customer: Once you identify what they value, then you present. At that point, I lay out the 7–8 standards our […]