From the category archives:
[This subject is covered in depth on our podcast at http://billcaskey.podshowcreator.com/podcasts.aspx?feedid=106 It's about 15 minutes but it applies to you who compete against ANY low price competitor - not just offshore.] ====================================================================== My friends tell me I take selling way too seriously. And that I break every problem down to a sales or communication issue. [...]
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I was reading an excellent book by Tim Sanders called, Love is the Killer App. In it he talks about the value that you bring people, personally and professionally. For so long we’ve been talking about “communicating value.” I still believe that in professional sales it is the “difference maker” between the elite sellers and [...]
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(As sent out in our October New Rules Newsletter) Your Value Is All You Have–How Competent Are You At Expressing It? I was looking through some old training handouts … and came across one called “How To Express Your Value.” Although I don’t have space here to review the entire module, there was one part [...]
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You’ve heard me say before that I ‘hate the term value propositions.’ I just got back from therapy with my advisor where I found out why I despise the term….and on my desk is the latest Harvard Business Review. You guessed it–a long article on Customer Value Propositions. You can find it here, although it [...]
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Forget whether or not you know your product–or know your customer. The question is “do you know your value?” And most, I find, do not. The other day, I was training a group of stockbrokers who call on high end investors (+$1,000,000 in assets). Even though they all were earning high sums of money, none [...]
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