Everywhere I go I get a rapidly get two questions from my sales clients…
Why I am not selling value added or getting higher margins?
How do I get out of the commodity or low price selling trap?
Since this is such a common issue for so many b2b sales people – particularly in today’s economic environment – I feel we should review the warning signals or traps keeping b2b sales people from selling higher margins.
Here are the Twelve Major Traps or Warning Signals you need to recognize. Take the time to ask yourself, be honest in your answers and then think of ways to change the answers if necessary.