Value selling and expertise

By Art Seifert, Glatfelter Program Managers on December 28, 2016

More experienced producers find it easier to sell

We have all heard, “Sell on price; lose on price,” which is probably true and definitely over simplified. The ability to sell the “same coverage” at a higher price grows with experience and confidence.

You have to establish credibility and your personal value proposition before a buyer is going to truly listen to your pitch for spending more on the “same” product.  So, expertise and value selling go hand-in-hand.

Once you have established yourself as the expert, then you can recommend a higher price product and back up your recommendation with stories and examples that ring true. Simply selling the lower price is never a good long-term solution.


Art Seifert, Glatfelter Program Managers

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.

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