Customers don’t care about your big-ticket products – they care about value.
| Do you know what your customer’s value equation includes, much less what sum you are bringing to the table? Do they value the risk management expertise you bring to the table or do they just want the best price? Not knowing where key decision elements fall in their decision equation can cost you a great deal if you’re unaware. Make sure you’re using the right tools to qualify your customer’s definition of value and make sure you’re delivering an equivalent proposal or you’re wasting everyone’s time and resources in the process.
Let us know how we can help you spend your prospecting resources to get the best return on your investment. |
