62b1313e_lling_Power_Blog__October_2009__Management_Questions
[Sales Challenges] 3. Competing with a lower-priced competitor whose promises won't hold up over time [Creative Solutions] Collect authentic customer testimonials that focus on value. Ask independent expert to create a white paper. Use social networking to promote long-term value. [Management Questions] 
How can we educate customers to justify an investment in quality? How do our best salespeople sell value over price?
Selling Power Blog: October 2009
Management Questions