Discipline Courage & Curiosity /
1eXPkOr
1eXPkOr
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22 / <strong>Discipline</strong>, <strong>Courage</strong> & <strong>Curiosity</strong><br />
We Recommend...<br />
5 ways to win on price.<br />
Hip<br />
Pocket<br />
Tips<br />
One<br />
Reward and recognise your sales team<br />
on margin and profit, not just volume<br />
and revenue.<br />
Two<br />
Educate the sales team on the cost of<br />
discounting and practice handling price<br />
objections in team meetings.<br />
Three<br />
For complex sales, provide negotiation<br />
training so your sales teams can trade<br />
value effectively.<br />
Four<br />
Educate the sales team on the competitive<br />
alternatives and relative value of each one.<br />
Five<br />
Develop a bank of insights related to the<br />
key business drivers that your offer enables<br />
- focus on reputation, risk, profitability,<br />
efficiencies, and asset utilisation.
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