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Archive for the ‘Value Proposition’ Category

Nov 16, 2017

Thoughtful Thursdays – A lower price may get your foot in the door

Today’s Thoughtful Thursdays sales topic is about not letting your foot get it stuck in the low price door. It is a common to employ a price strategy to get the to get a prospects… Read More

May 25, 2017

Thoughtful Thursdays – Speaking of sliced bread

“It’s the best thing since sliced bread.” We have all heard the phrase and many have probably used it. Otto Frederick Rohwedder invented the bread slicing machine and packaging machine around 1912 and introduced it… Read More

Jan 7, 2016

Thoughtful Thursdays – On communicating value

Sales training and experience constantly remind us of the importance of quantifying value to our customers and prospects. I reinforce this behaviour to my customers on a regular basis. Today’s thought is about what makes up that… Read More

Oct 8, 2015

Thoughtful Thursdays – More on value

The question on every prospects mind and one that is often not answered in full, leading to a lost opportunity or a lengthened sales cycle. What comes to mind is “value proposition”. This is the… Read More

Dec 6, 2012

Thoughtful Thursdays – A way to offer value

With winter season on the doorstep it was time to take my car in for its annual rust preventative spray.I have been going to the same location, which is close to one of my customers, for several years…. Read More