El MUNDO es MULTIDIMENSIONAL, y lo mismo ocurre con el valor de un producto o servicio. Este valor se construye a partir de múltiples dimensiones (multiples variables), como la calidad, el tiempo de entrega, el servicio posventa, la eficiencia, soporte técnico, etc Las empresas que compiten únicamente en precio están limitando su oferta a una sola dimensión, lo que las expone al riesgo de no ser percibidas como soluciones estratégicas El éxito en ventas industriales radica en la capacidad de demostrar el valor total de la solución al cliente, destacando cómo esta impactará positivamente sus operaciones. Por lo tanto, debe centrarse en ofrecer una propuesta de valor integral, que vaya más allá del precio y resalte los beneficios globales

Competing against lower-priced competitor is a common challenge in the industry . To establish credibility, start by building a strong relationship with your customers through transparency, responsiveness, and reliability. Focus on understanding and addressing their needs, Proof the value and benefits of your solution. Highlight your industry experience and expertise, showcase the latest technology and innovations in your offerings, and ensure long-term support for your clients. Aim to build a partnership with your clients, rather than just closing a deal.

One key thing to remember is that total value trumps initial price. A higher price becomes acceptable when the perceived value exceeds the cost difference. So I would: Quantify value: Use ROI calculations and case studies to show long-term impact on the customer's bottom line, shifting focus from price to overall business value. Address specific business needs: Demonstrate deep understanding of the customer's industry and challenges, positioning the solution as tailored to their unique situation. Showcase technical expertise: Prove your knowledge of both the product and broader technical landscape, establishing yourself as a valuable advisor rather than just a vendor.

When facing lower-priced competition, focus on?value over cost. Start by understanding your prospect’s key challenges and aligning your solution to their strategic goals. Highlight how your solution delivers a strong?ROI, saving money or increasing efficiency over time. Build?trust?by positioning yourself as a?trusted advisor, sharing relevant success stories, and tailoring your demo to showcase the specific benefits your solution brings. Emphasize?differentiators?like better support or scalability, and stay engaged through consistent follow-ups to show commitment. It’s not about being the cheapest—it’s about offering the most value.