Sales Training Tip #257: “Low-Level People Buy Price, High-Level People Buy Solutions”

Low-level people make tactical buying decisions that are oriented towards the cost of an item. High-level people make strategic investing decisions based on the profit they’ll make.

With the economy in a state of nothing right now, I can’t emphasize this enough. In any organization, low-level people are driven by price more than ever, and there’s no way any salesperson is ever going to win that game. So, don’t even try! Instead, shift your focus to dealing with people as high up in an organization as possible. People at the top are focused on solutions that are strategic in nature. (If they’re solely focused on price, then they’re leading their company right into bankruptcy so don’t waste your time on them.) Considering that your time is your most valuable asset, shouldn’t you use it wisely by selling at the top of the food-chain?

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1 thought on “Sales Training Tip #257: “Low-Level People Buy Price, High-Level People Buy Solutions””

  1. I admit, I have not been on this your blog in a long time… all the same it was another enjoy to see It is such important topic and to avoided by so many, even professionals. I thank you to advice making people more conscious of possible issues.

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