Terry Slattery Published in Selling Power Magazine

We are excited to promote this new article in Selling PowerMagazine, written by Terry Slattery. He outlines the complex sales technique that defines the true costs of not going with a high-value product or service. The article reminds sales professionals of one more way to overcome price sensitivity and identify the true emotional customer in the transaction — the person who has the most to lose by choosing the wrong solutions. See the article here and watch for more of Terry’s insights in this great magazine!

The Meeting After the Meeting

Terry Slattery of Slattery Sales Group describes what happens when logical and emotional customers come together after meeting with the vendor in complex sales cycles. He also talks about what logical customers care about (lowest price) and what emotional customers care about (best possible solution and lowest total cost of ownership over the life of the solution).

Learn The Difference in Price, Cost and Value in the Sales Process.

Sales Training Questions

In this video, Terry Slattery of Slattery Sales Group discusses the difference between price and cost in relation to overall value. You may pay a lower up-front price, but the cost over the lifetime will be greater. The total cost includes the value of missed opportunities due to market delay. Learn what questions to ask in the sales process to engage the logical customer and close the sale.