Frustration or even panic that prices and gross margins are dropping significantly is a scary situation. This may come about as the result of:
- Continuous input from their sales people that they cannot maintain business with their customers unless they agree to frequent price-downs
- The realization that most of their sales people are hopelessly out-matched by their customers when it comes to negotiating for higher prices that the supplier deserves to get
For nearly 20 years, Global Partners has been training global companies in Value Selling techniques that enable their sales people to identify, quantify and demonstrate real business value for their customers.