Your high-velocity, high-volume sellers are under intense pressure to sell value, not price. Buyers are smarter than ever before, so they’re knowledgeable about their requirements and their options—and the price they think they should pay.
Getting beyond the price requires getting out of the commodity price-driven conversations and using Decision Science principles to get to the heart of how and why your prospects make their buying decisions. Your salespeople need to stay focused on business value, instead of having to defend their price in procurement departments.
With Capture Value® skills training from Corporate Visions, your high-velocity sellers will learn how to negotiate the best possible price using negotiation techniques backed by behavioral research.