Episode 3 Commodity Sales
from The Shift Control Sales Podcast Hosted by Shift Control
Following a recent conversation with a client, this podcast focuses on 'Commodity Selling' If the sales person creates the narrative that what they are selling is 'just a commodity' then the buyer has it within their gift to immediately talk about price. When the negotiations go straight to price, it becomes almost impossible for the seller to protect that price. The growth of coffee over the last many many years is a great example of how a commodity can be celebrated and gain substantial margin increases. In the podcast I discuss the 3 waves of coffee growth and how making the sales process an educational one - supported by excellent customer service - you can create more value that the customer is happier to pay more for. Shift Control is a sales training and sales coaching consultancy, working with individuals and teams across Ireland. For more information, email [email protected] or visit www.shift-control.co.uk
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