Who Is Your Customers Customer?

Bringing information to the table about your customers customer adds value to every meeting your salespeople have with prospects and customers. But the norm is that salespeople present products and pricing, and then field price objections. 

Instill Pride In Your High Price 

Salespeople learn very early in their careers that their prices are too high. But instead of being proud of the high prices and superior quality, they start agreeing with their customers and trying to convince management to lower the prices to save the business. 

A responsibility of a sales manager is to instill pride in higher prices, sell value, and hold margins.