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It is a good question. I think that any company has to create a value to its products and services. This value will create by the marketing activities to set up a good Brand for the product before its producing and service before presenting. Creation value is very important stage to marketing new products and services and then the selling process will start on the solid background.
The creation value will facilitate the sales actives even with price more than other competitors. As good Brand means high value for the product and service presented and could be submitted in a reasonable price a little bit more than competitors prices in the market.
You have to address the customer issue. If you understand the customer pain points and you come up with a brilliant simulation that show him how he can succeed better with your "solution", then you have a good chance to sell.
first i should understand well the customer need for my product depending on customer representative job description and organization speciality to demonstrate my product benefits using customer point of view ,then i'll try to give him a future use for my product using my awareness of that product services and benefits, demonstrating my company policy for support and following up
