Please answer these 3 questions:

1. A sales representative for a top ten customer comes to you for a pricing change due to competitive activity.

YOU:
a. review details of the case with the sales rep.
b. reluctantly agree to a price concession.
c. ask the sales rep to identify the value added during the deal.

2. You phone a sales representative at random and ask her to describe the value she is bringing to the proposals on the table.

SHE:
a. shows you a boilerplate proposal with the customer's price and terms filled in.
b. asks what you mean by "describe the value."
c. proudly states "I am the value."

3. The marketing group is presenting a new line of products and services to your sales organization.

THEY:
a. emphasize the attractiveness of the new features and benefits.
b. talk excitedly about how customers won't be able to resist.
c. demonstrate how the new product/service will enable the customer to become more profitable.