How often are your salespeople greeted with a conversation about price? The value that your company brings is too compelling to ignore and yet some customers give you mere minutes before moving to a price negotiation.
What can we do in one minute? Show a video clip of a satisfied user, an expert describing how your product was designed, an animation that simplifies a complex process and quantifies the benefits. Use mobile tools and apps to prolong the conversation about value and shorten the one about price.
Lead with a story and tell it with conviction, because the better equipped we are to demonstrate our worth, the more likely we are to get paid for it.