Sell Value, Not Price
Master the Art of Selling Value People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or
Master the Art of Selling Value People don’t always buy based on the lowest price, and no one believes that the lowest price ever equals the best offer. Customers who buy a product or
Hank’s emails needed an extreme makeover to draw his message out and grab his prospects’ attention. As Hank changed his approach, he suddenly saw an increase in responses. Within one week, he’d secured an
Does life teach us about selling or does selling teach us about life? No doubt, it works both ways. But the business of sales and those who find their careers in selling, are unique.
It’s often said that knowledge is power – what should you know about your prospects that would have better prepared you for the outcome just described. It usually signifies a lack of preparation and
Sell to the customer’s value expectations, not to your value propositions. We’ve all heard the rule of listening to what the customer has to say, and there’s not a salesperson who thinks they don’t
So where to start? Don’t have a Blog of your own? You don’t have to reinvent the wheel to get a ride. Find a few reputable blogs you like, written for the industry you
Can’t find the time to read or read more? If you can name any of the contestants on American Idol or who the latest celebrities to get kicked off Dancing with the Stars, I
Clearly and concisely communicate your new vision. Describe how the organization will be doing business differently, i.e. what the new sales structure looks like, and what the new roles and responsibilities for team members
The Eight Worst Words You Can Ask What will it take to earn your business? These are probably the worst eight words a sales professional can ask to win the customer’s business. It’s almost like
