<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value.

If you have a choice of differentiating your offering or cutting your price, find a way to differentiate. Being different in a way that makes a difference for your clients makes you worth paying more, cutting your prices indicates that even you believe that you are a commodity.

If you have a choice between delivering a better customer experience or matching the status quo, deliver a better customer experience. People talk about the experience you deliver, and that experience creates loyalty. The status quo is such a poor experience that when people speak of it, it isn’t positive—nor does it generate loyalty (mediocrity never does).

Unless your company is spending money foolishly, if one of your three strategic initiatives is to find a way to squeeze more money out of the cost column, you are focusing on the wrong priorities. Cutting costs is easy.

You can cut too deeply. You can also become addicted to searching for ways to cut costs even after you’ve cut all you reasonably can. You are better served by focusing on selling—and focusing on doing what makes it easier to sell, like creating more value, differentiating your offer from your competitors, and delivering a better customer experience.

Tags:
Sales 2013
Post by Anthony Iannarino on November 16, 2013

Written and edited by human brains and human hands.

Anthony Iannarino
Anthony Iannarino is a writer, an international speaker, and an entrepreneur. He is the author of four books on the modern sales approach, one book on sales leadership, and his latest book called The Negativity Fast releases on 10.31.23. Anthony posts daily content here at TheSalesBlog.com.
Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?

Anthony-Solve-Sales

Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!