Be honest, when the pressure's on how easily do you find yourself falling into the trap of trying to match your competitors on price?

How much skill do you think is required to sell on price alone?

What are the attributes and skills that allow the "salesperson" to sell on price alone?

How much value creation exists when you sell on price alone?

How proud of yourself/your company are you when you win by having the lowest price, knowing that any "salesperson" with a lower price would have beaten you?

Are you clear about why would you want to do this?

Is what you do really consultative selling or are you just kidding yourself?

Are you really moving the conversation from price to value? What would you need to do to do just that? What would you have to learn to do? What behaviours would you have to change?

Do you recognize that low price is a business strategy (operational efficiency) and not a sales strategy?

Do you recognize that price is what you sell when you can't sell value?

Value is a real challenge for every business  - understanding it, creating it, capturing it, delivering it.  Please give me a call and let's talk about it.

Mike Wilkinson, Director at Axia Value Solutions

www.axiavalue.com [1]