|What is the value? Where is the value? Who perceives the value?|
|Written by Jeffrey Gitomer|
|Thursday, June 28, 2012 4:58 PM|
You have been making value perceptions and value judgments your entire life.
It’s the same in sales, but in the selling process there are two values of perception and two value judgments. One is the value perception and judgment you make, and the other is the value perception and judgment the customer makes.
Obviously the customer’s value judgment and perception rules the selling process. However, you, the salesperson, have a major impact on how the value is perceived and ultimately how their judgment is made.
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|Last Updated on Tuesday, November 06, 2012 5:26 PM|