Sales Training Technique #88 - Selling Differentiated Products to Reduce Discount Negotiation
Sales Training Technique #87 - Selling Differentiated Products to Reduce Discount Negotiation. If you only have one product to sell in your market segment, you can create a a tiered product offering by adding services such as: maintenance, upgrades, support, training, and faster delivery. Adding different services to the product will allow you to negotiate up or down with a client who is seeking discount pricing. Victor Antonio Bio: www.VictorAntonio.com -------------------------- Author, trainer and speaker Victor Antonio is proof that the American dream of success is alive and well. A poor upbringing from one of the roughest areas of Chicago didn't stop Victor from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming CEO of a multimillion dollar high-tech company. Prior to being CEO he was President of Global Sales and Marketing for a $420M company. He was tasked with building a global sales force, establishing contract agreements, developing financial pricing models and in charge of developing the corporate brand and marketing the company's services for worldwide acceptance. Before that he was Vice President of International Sales in a Fortune 500 $3B corporation at the time. Within a two and half year time period he grew their business from $14M to $98M in annual revenue. During that time period his sales totals were $162M and was selected from over 500 sales managers to join the President's Advisory Council for excellence in sales and management." Victor has shared the big stage with some of the top business speakers in the nation including: Rudy Giuliani, Zig Ziglar, Dr. Robert Schuller, Phil Town (Author of Rule #1), Paul Ortellini (CEO of Intel), John May (CEO of FedEx Kinkos) and many other top business speakers.
