Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
Tag: Value Proposition
Can You Make A Sales Call Without Talking About Your Product?
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...]
Drowning In Information, But Where's The Knowledge Or Insight Posted on April, 2018
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
If You Don't Know Who Your Customer Is, Improving Selling Skills Won't Help Posted on March, 2018
Over the past few days, I've been participating in a discussion about a … [Read more...]
"Customers Won't Buy Until They Are Ready To Buy" Posted on February, 2018
Recently, I had a discussion with someone, actually a polite disagreement. I … [Read more...]
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