{"id":49440,"date":"2021-05-18T17:35:00","date_gmt":"2022-10-18T17:35:23","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=49440"},"modified":"2022-11-02T02:47:36","modified_gmt":"2022-11-02T09:47:36","slug":"what-gives-sales-teams-the-best-advantage-two-experts-weigh-in","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/what-gives-sales-teams-the-best-advantage-two-experts-weigh-in\/","title":{"rendered":"What gives sales teams the best advantage? Two experts weigh in"},"content":{"rendered":"\n

In our first post in this series, sales experts Tony Hughes and Cian McLoughlin debated whether the open or the close was the most important part of the sales process (catch up on that post here<\/a>). Now these heavyweights are back for round two! <\/p>\n\n\n\n

Tony and Cian sat down to give their take on the factors they feel have the biggest influence on customer decision-making. <\/p>\n\n\n\n

But before we get where they differ, let\u2019s start with what they do agree on: price should not be a differentiator. <\/p>\n\n\n\n

\u201cIf there\u2019s nothing else I can give you, I have to find a way to sharpen the pencil. But if I\u2019ve done my work around discovery and understanding what you really need, then I\u2019ve got a lot of other ways to add value other than a discount,\u201d Cian says.<\/p>\n\n\n\n

\u201cExactly \u2013 we all need to think like a CEO,\u201d Tony says, adding: \u201ca 5% discount in price can result in a 35% reduction in profit for the business. You need to leave yourself room to negotiate, but just remember price is not the big point of difference.\u201d<\/p>\n\n\n\n

Why else is focusing on price not a great idea? Watch more:<\/p>\n\n\n\n

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