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Archive for the ‘Value Proposition’ Category

Dec 13, 2018

Thoughtful Thursdays – The value proposition

Warren Buffet is credited for saying “Price is what you pay, value is what you get.” Today’s Thoughtful Thursdays sales topic is about the value proposition. Value is perceived, based on information that is available… Read More

Aug 30, 2018

Thoughtful Thursdays – Value is not a fad

For as long as there has been competition, sales professionals have sought their unique selling point or sales proposition and it is music to my ears when I hear that sales training organizations continue to… Read More

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