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Forget about Going Lower to Capture Frugal Buyers

Read the latest LinkedIn Sales Blog, by Julie Thomas, discussing alternatives for turning prospects into buyers — without stooping lower on price

Another quarter or maybe fiscal year is coming to an end, and if your numbers are lower than expected, you may feel pressured to offer reduced pricing to reach your quota. Before turning up the discount dial, consider alternatives for turning prospects into buyers — without stooping lower on price.

Instead of adopting a sales strategy focused around price, make it all about value. This strategy works even if you are selling similar products in a crowded marketplace. Sure, everyone loves a bargain. Savvy B2B buyers, though, also understand that you get what you pay for. They consider more than price before making a purchase.

Read more here on the LinkedIn Sales Blog.