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Archive for the ‘Value selling’ Category

Oct 12, 2017

Thoughtful Thursdays – Maintaining margins

I hear on a regular basis that it is becoming more difficult to maintain sales margins let alone grow them. Customers are well informed, competition is keen and there is always someone willing to drop… 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

Mar 30, 2017

Thoughtful Thursdays – The price vs value sales barrier

Yes, price is important and I do not know anyone who does not seek the highest value for the lowest price. Even when the price appears to be excessive, the buyer must perceive the value to… Read More

Jan 19, 2017

Thoughtful Thursdsays – Give your customer options

In one sentence, a sales process identifies an opportunity, analyzes the situation, offers a solution and closes the deal. There are a multitude of factors that facilitate the sales process, the least which is the emotional component. The… Read More

Jan 12, 2017

Thoughtful Thursdays – Quantifying value is like finding treasure

An article worth reading that appeared in the Globe and Mail recently, talked about baseball player agents developing a new way to measure a clients’ value to their employer. They found a way to calculate the positive dollar impact… Read More