How To Sell Value In A Bottom-Line Price-Conscious Market

Choice Concept with Doors in Maze
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Even in the best economic times, companies tend to make purchasing decisions based on the lowest cost. And why not? With all things being equal, who wants to spend more? But things are seldom truly equal; numerous variables and differentiators can — and should — enter into the sales strategy, including features, benefits, quality and service after the sale, among others.