Be a champion of your solution

摘要

The principles of value-added selling are simple to understand but generally more challenging to implement. I write of this often. For example, seek ways to add value, not cost. This is simple in principle - more difficult in practice. Here's another: Look for ways to make a difference, not just a deal. Again, simple in principle, a little difficult to practice. A third value-added selling principle is: Make it easy for the customer to choose your solution. Again, on first blush this sounds simple and practical, but the practice of this principle is challenging.