Sell Your Higher Price From In Front

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The last thing you want to do is to defend your pricing after it comes under … [Read more...]

No One Cares

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No one cares what year your company was founded. No one cares about the map of all your locations. No one cares about the clients you serve. No one cares about the awards your company has won. No one cares about what you believe makes you great. No one cares about your … [Read more...]

Go Ahead, Convince Me You’re Better

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The prospective client said that the salesperson was going to have thirty minutes to convince him that she was better than her competitor, a competitor that the prospective client had partnered with for eleven years. The prospective client wasn't really interested in hearing how … [Read more...]

Why You Need to Start Stacking

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One brick is strong. Two bricks are even stronger. Three bricks stronger still. Stacking makes something stronger. It makes it sturdier, less vulnerable. How Are Different? Don’t tell me. Let me guess. It’s your people that differentiate you, isn’t it? And since the three or … [Read more...]

You Are Teaching. But Are You Also Learning?

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One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

Making the Decisions Your Clients Make

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This post on relationships before value brought some interesting and thoughtful email responses. I didn’t make my case that value is part of the relationship and not a substitute for the relationship well enough. I’ll have to go back do better. In the meantime, let’s take a look … [Read more...]

Four Imperatives for the Sales Leader

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Each of these four imperatives ensures that your sales force is effective at the individual level. They’re all necessary to building and sustaining a high performing sales force. A Prospecting Plan that Opens Opportunities: It’s one thing to expect your salespeople to prospect. … [Read more...]

A Yes Is More Difficult Than a No

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Getting a “yes” is more difficult than getting a ‘no.” You have to work very hard for a “yes.” You have to work very hard to understand your dream client’s needs. This is easier said than done, and it almost always requires that you start building that understanding in advance … [Read more...]

Mailbag: How to Badmouth Your Competitor

Mailbag: How to Badmouth Your Competitor

John writes: I am a landscape designer/landscape contractor.  I just took a call from a client about a drafting a landscape design.  They said they had also contacted one of my competitors and I really wanted to say, “Oh, they’re great at mowing lawns.  However, they aren’t … [Read more...]

Why Can’t Your Competitor Do the Same Thing?

Why Can’t Your Competitor Do the Same Thing?

No doubt you've had the experience of a prospective client asking you what makes you different so that they could justify, both to themselves and to others, why they’re spending time with you. If you were on your game, you snapped back with an answer that differentiated you and … [Read more...]