Tag Archives: demonstrating 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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How To Sell Your Way Through Tough Times (Part 2 of 2)

(This post continues from part 1. Please click here to read that before proceeding with this – thanks.) 4. Differentiate Your Offer. In tough times it is imperative you differentiate your offer. If you want to be seen as being … Continue reading

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How To Avoid The 9 Biggest Mistakes Salespeople Make When Conducting A Customer Visit

A lot has been written over the years about what we need to do in sales visits. Not so common though is advice on what to do once we have left so that ours is the visit that ‘keeps on … Continue reading

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