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Archive for the ‘Value selling’ Category

Jul 30, 2015

Thoughtful Thursdays – Something for nothing?

All too often prospects and customers push sales representatives to give them something for nothing, they want the best price after all. There is nothing wrong with asking, the issue for me is the growing number… Read More

Mar 26, 2015

Thoughtful Thursdays – What are you really selling?

Do you ever think about what you are selling? When I ask my clients what they are selling the answer invariably involves a description of the products and services that they are offering. This is a good response… Read More

Dec 4, 2014

Thoughtful Thursdays – Climb the trust ladder one rung at a time

People like people they can trust and people buy from people they like. We all know that because we look to it intuitively when making buying decisions. The successful professional sales person also know this and makes a habit… Read More

Nov 13, 2014

Thoughtful Thursdays – Try a different approach

Have you ever been encouraged by the willingness to work with you at the plant level only to be stymied by a corporate? A scenario that is not uncommon these days. Corporate purchasing negotiates supplier agreements that… Read More

Aug 21, 2014

Thoughtful Thursdays – Quantify your value

I have posted many times about the importance of value in the sales process, and a recent conversation with a new business owner reinforced that thought to me. It goes beyond saying that buying your product… Read More