The challenge in selling value

Have the courage to make a sale

Selling value is not the challenge … having the courage to sell value is the challenge. It seems doing the right thing is often doing the most challenging thing. Selling based on price is a simple operation; pull out the proposals and turn to the last page and the one with the lowest total wins. It’s hard to think of the price seller as a professional.

A true professional knows the importance of doing what is right for the client. When an obese person sees a medical weight loss professional, that professional delivers tough news that he/she knows is in the best interest of the client. The professional makes the tough recommendation knowing there will be objections and is prepared to meet them in order to SELL the value.

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The challenge in selling value

Have the courage to make a sale

Art Seifert, Glatfelter Insurance Group

DISCLAIMER