BizSugar.com › Sales › Defining Value

We cannot define value for our customers/markets. In fact, to think we can is the height of arrogance. We cannot impose what we value, or what we think they should value on our customers. Value can only be defined by the customer--and each customer defines value differently. To be successful in selling, we have to determine what each stakeholder involved in the customer decision making process values, then directly respond to each.