Believing In Yourself Is Only Half The Battle Truly great salespeople are the ones who spend time helping prospects genuinely understand how a specific product or solution addresses their biggest pains. They radiate trust and confidence and only make a…
How to Create a Value Offer That No One Else Can Compete With 74% of buyers choose the company that is the first to add value. Here are four secrets to creating a value offer that only the best salespeople…
Change bad habits to create incredible results Failing to remove bad habits can lead to your own demise. Can you truly change? Can you break your bad habits? You can! It's never easy to acknowledge that you may have developed some…
If you use the same message that other sales people are using, you have created something commonplace that the buyer's brain then creates a pattern for. You immediately sound like Charlie Brown's teacher. Every holiday season, one of the major…
When the benefits outweigh the cost, the result is value. Value is the most important thing you can offer. When my wife asked me to come into the kitchen on a Sunday afternoon, my first thought was, Uh oh, now…
When your customers make buying decisions based on value, they are doing exactly the same thing that you do when you make buying decisions as a customer. Many top sales executives believe that few of their salespeople sell well on…
The connection of value between the buyer and the seller begins with marketing and then selling takes over. Selling value is a hot topic and now is incorporated into many sales training coaching programs, books or workshops under some of…
Business ethics, when positive and consistently displayed, build customer confidence and add tremendous value to the buying decision-making process. Foundation for Success Writers never truly know what hits a nerve with their readers and will subsequently generate the most responses. Recently…
Do you find yourself saying what you would have, should have or could have done after you fix a problem? This is a sign that you ignored a danger signal. Life is filled with danger signals and warning signs. If…
It’s essential to keep your team positive despite conditions—whether they’re internal or external—because if the team is feeling down and negative, it will pass through to customers as well. Negativity can be a real killer on any sales team. I’ve…
What is the real objection to buying your product? The "price is too high" is usually just a smokescreen to some other objection. Ask the right questions and you'll get the answer. Do they see the value in what you…
If you want to be a consultative salesperson, a trusted advisor, and a Level 4 Value Creator, then you have to tell the truth. It’s your truthfulness, your candor, and your willingness to help come up with ideas that can…