Discipline Courage & Curiosity /

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22 / Discipline, Courage & Curiosity We Recommend... 5 ways to win on price. Hip Pocket Tips One Reward and recognise your sales team on margin and profit, not just volume and revenue. Two Educate the sales team on the cost of discounting and practice handling price objections in team meetings. Three For complex sales, provide negotiation training so your sales teams can trade value effectively. Four Educate the sales team on the competitive alternatives and relative value of each one. Five Develop a bank of insights related to the key business drivers that your offer enables - focus on reputation, risk, profitability, efficiencies, and asset utilisation.
2015 Global Report: What it takes to win business whitepaper / 23 Conclusion /
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Discipline Courage & Curiosity /

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