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Archive for the ‘Value selling’ Category
Based on conversations with my customers, the sales environment is more competitive than ever and there are no signs that it is going to let up. Keeping customers has always been important, but with increased competition the… Read More
Today’s thought is about value selling. When I talk to my clients about this subject, we work on identifying benefits and quantifying the value being brought to the customer. Equally and perhaps more important is… Read More
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
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
Let’s face it, there will be times when your customer will tell you that price is the only measurement. This sometimes happens when there are staffing changes at your customer. Perhaps a new purchaser is… Read More