The price of greatness is responsibility.
Sir Winston Churchill.
How can you engage a customer in a value discussion? Todd Snelgrove from SKF Global is a world leader in value and total cost of ownership (TCO). We asked him what common mistakes companies make and what are the critical success factors when selling on value. He explains the need to be clear on the value you can create for your customers.
From this video you can see how important it is that a company is fully committed, from the CEO down, before they can successfully sell using a value proposition. For help to improve your profits and reduce your costs over the long term take a look at our workshop http://www.gordianbusiness.com.au/strategic-account-management/ or contact us on +61 (2) 9450 1040 or email firstname.lastname@example.org.
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