Many distributors have spent time creating a value proposition their companies rally around, but salespeople often stumble when it comes time to sell that value to prospects. Your company’s value is more than “better pricing” or “great customer service.” Instead, selling value involves a focus on the benefits for the customer. What’s in it for them? Join Wholesale Change hosts Ian Heller and Jonathan Bein as they talk with Debbie Paul about how to help your sales reps put themselves in your customers’ shoes and adapt their messaging in a world where they can no longer just stop by.
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