Tag Archives: demonstrate value

Wow … That Is A Beautiful Potato; It Must Be Worth A Fortune! The Importance Of Plan B

How are you getting the message across that your product/service has real value for your prospects and customers alike? Do you struggle to do this, especially in a world where technical advantages can be eroded in next to no time? … Continue reading

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There’s No Such Thing As Real Value … It’s All Perceived

There’s no such thing as real value … it’s all perceived.  It’s true … and I’ll prove it with an example. Story Version A: A man and his wife decide to sell their family home in Liverpool that they’ve lived … Continue reading

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The Issue With Budget Quotes and Why Most Salespeople Are Only Fooling Themselves by Issuing Them!

I was recently working with a capital equipment company whose salesperson had told them they had lost an order against a lesser quality competitor as the company’s quote had been “too expensive” and “too long a delivery”. On looking into … Continue reading

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