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Archive for the ‘Value selling’ Category

Jul 17, 2014

Thoughtful Thursdays – Addressing the question of value

A popular sales topic is the price objection, and I have posted several times on the subject. We talk about quantifying the value of products and services and communicating it to the prospect. Today’s thought… Read More

Jun 26, 2014

Thoughtful Thursdays – Your higher price doesn’t necessarily make it more expensive

Before making any decisions about reducing your price to address a price, quantify the value the product brings to your customer. If your product increases productivity, put a dollar value on the added capacity. If your product… Read More

Jun 5, 2014

Thoughtful Thursdays – Know when to upsell

Most sales training or books about selling discuss the topic of identifying and understanding your customers’ needs. Relating to the need is what they are prepared to pay to satisfy that need, or the budget… Read More

May 29, 2014

Thoughtful Thursdays – Be a sales professional

Have you ever thought about why professionals are so good at what they do? “Good At what?”, you may ask. “At whatever they are professionals doing.” I respond. What they do is not relevant. It… Read More

Apr 10, 2014

Thoughtful Thursdays – Worried about implementing a price increase?

One of the least favourite tasks sales representatives have to perform is to tell their customers that their prices are increasing. It is right up there with collecting overdue payments and completing sales call reports. After all, friends wouldn’t do that… Read More