One of the things I think is very important for software sales people today is that they tell the truth. If they don’t know the answer to a question, they need to find out. If asked about a competitor or a competitors product, they should sell the benefits of their software and suggest to the customer to discuss the competitors product with the competitor. Usually this works OK – but certainly it is what I expect of my sales team.
At my CEO Institute meeting this morning, one of the topics on the agenda was product pricing. It was very appropriate as recently one of the software vendors in our industry announced a 30% price reduction. When I saw this I asked myself, why? Why would someone devalue their product by reducing their price by 30% or in fact, even offer a discount at all (as others do)?
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