Silly me, I always thought we were supposed to sell solutions. That is, as … [Read more...]
Tag: Value Proposition
Solution Buying.......
Buyer Efficiency Posted on July, 2018
There are thousands of posts, hundreds of tools, hundreds of books focusing on … [Read more...]
On Differentiation Posted on July, 2018
Differentiation is critical in helping customers select our solution over the … [Read more...]
Technology Only Gets Us So Far Posted on July, 2018
I'm a great fan of much of many sales technologies. There are tools that … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
The Problem With "USPs," They Aren't Unique Posted on June, 2018
The Unique Selling Proposition is a cornerstone to much of what we do in … [Read more...]
Features And Benefits Posted on June, 2018
Somehow, we think features and benefits are important. Every beginning sales … [Read more...]
"What Did You Sell That For.....?" Posted on April, 2018
I have to start this post with a story. Some years ago, I was the executive … [Read more...]
Driving "Volume," Are We Letting Form Triumph Over Substance? Posted on April, 2018
John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
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