Lowest Price is What Matters Right? No. Sell VALUE!
This is a podcast interview we did with ASI (Advertising Specialty Institute) a few months back. It discusses why price is a factor in all we do but value makes all the difference.
I am unorthodox in my approach to teaching salespersons so that they can grow. I thought you might as well know that now before you read this post. So, let’s look at this process of sales success backwards. What things do ineffective salespersons do? If you are doing any or all of these things, simply said, you are going the wrong way. Thus, this also means the opposite behavior is what you should be doing, saying etc. Be sure to tell everyone possible that today’s buyers only care about price. Comment frequently on how hard it is to get past…
If you have not been sure about the importance of listening until now... here goes...It has become apparent to me, now more than ever, in this noisy and rapidly moving world we live in-- that the true skills of active listening are so powerful. I argue that they are more important, in many cases, than is speaking. I guess that is why we hear the expression we have "two ears and only one mouth" for a reason. Think about it...All human beings (no matter their age, gender, race, nationality etc.) have the desire and need to "truly be heard". In…
Have you ever thought about where a person’s email address comes from? Does it have something to do with their brand? Yes it does. Watch this one-minute video as I explain this concept in more detail. First, you have to think of their email name. It is likely unique to their brand in some way. Does the name tie to their birthdate? Their name or nickname? Their hobby or favorite number? I have seen people do all of these. Second, we should consider (as most people do not like changing email addresses) what company name the person has as part…
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