Communicating value goes beyond what is communicated to how value is communicated. Perceived value has emotional attachment. People make emotional decisions for logical reasons. Communicating value requires communication intelligence that aligns content with communication style and communication behaviour so that the promise of value is experienced from the sales conversation. This is called communication acuity.
Collaboration is when the seller becomes a key component of the buyers success. According to Rain Group research, when sales professionals work together with the client to… Read more “Collaboration – the Key component of Sales success | The Edge”