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.
It seems that nearly every week a printing or promotional company tells me the people they are calling on do not return messages. I hear this from sales staff, as well as executives and/or ownership. But the same people complaining—oftentimes executives—are usually not good at getting back to the salespersons who are calling on them. I hear executives say, "Put them in voice mail—it is a salesperson, right?" Also, they may instruct the receptionist to tell the caller they are in a meeting. Or they simply have the salesperson leave voice mail after voice mail, without ever responding.This is not good.…
Young children have the habit of asking “Why?” Often, as parents, it is easy to become annoyed with the nonstop stream of questions. “Daddy, why is the sky blue?” “Why do I have to go to bed now?” Why? Why? Why? If you’re a parent you know what I mean. Why did we ever stop? The simple question of “why?” teaches us, as parents, to better communicate with our children and teaches us, as adults, to not settle for a simple answer. Asking “why” made us functioning members of society, yet we gave up the habit. Why? It made us…
If you you want something badly enough, you will find a way. And if you don’t, you will find an excuse. It is amazing how many organizations are “stuck.” They are stuck in old patterns of thinking. They are stuck in the new training in which they’ve invested. They are stuck in the past. They are stuck with all kinds of new social media and marketing tools. They are stuck with a new salesperson they have hired. Why settle for being stuck? Remember, if you want something bad enough you will find a way, and if you don’t you will…
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