Every Once and awhile I encounter someone who has a voice that resonates with me. One of those is Charles Green who has a blog The Trusted Advisor. He
recently posted this on Selling from Principle on his blog and I highly encourage you to read it. It is a
refreshing take on sales that professional sales people and business people should listen closely to. He reminds us of the need for a focus on the customer for the customers sake not ours. He …
I am convinced that most of us understand our business and our value proposition well enough that if given the chance we can attract customers when given an opportunity to present. The challenge is
that buyers are getting hundreds of calls a week and hundreds of messages a week trying to sell them something. Additionally, they are busy trying to manage their business. “text-decoration: underline;”>So how do we engage them in a conversation that may uncover an opportunity? It is all in the approach.
There are essentially two ways to approach …
Why do we buy, what we buy from the companies we buy from? Because of Trust! I shop at Whole Foods and I stop at Panera’s for lunch and I buy my suits from John at Men’s Wearhouse, because I trust the experiences there. When people buy from us, they…
I went shopping with Nancy yesterday and as we walked through a large, well-known Department Store at Park Meadows Mall, an incongruity struck me. There were two very well dressed salesmen in the Women’s shoe department looking to help women by shoes. These two men were wearing $1,000 suits and their shoes were worn, scuffed and had obviously not been shined in some time.
They were selling shoes and (forgive the punHow are you polishing your skills? …
Recently a number of articles have caught my attention. One was an article in the Sunday NT times from October 25, 2009 and the other was a radio interview on NPR with Ph.D., Frans de Waal. Both of these articles called to question the old adages that, “Only the Fittest…
A few weeks back I had a post on the idea of the Value Proposition. A friend suggested that this was a richer vein than a single post. I got to thinking. Besides the problem you solve, the expertise or technology (secret sauce) that you bring to the equation and the value, which the buyer feels, as that problem is solved; what else goes into the Value Proposition?
Lately for me it has been the how of the delivery. How do I deliver that value? Is it with joy in my heart or am I feeling bothered or …
