Tag: create value

The Gist:

• Most salespeople view questions mainly as ways to acquire information, a constraint which limits their value.
• Questions can provide both value and information, including teaching your client something that will enable better…

The Gist:

• Many distractions take time and attention away from the one thing available to you to create value for your clients.
• The legacy approach to sales, one that focus on “why us,” are no longer helpful in early sales conversations.
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The Gist:

• Some conversations are better held early in the sales conversation.
• Trying to create value at the end of the sales cycle by adding an incentive is a concession, not a negotiation.
• You are always better off creating value…

The Gist:

• Some sales organizations have sliced up their sale roles, believing that they are increasing efficiency.
• Clients generally don’t find being qualified a valuable experience.
• To create value in early sales conversations, start…

The Gist:

• To be valuable to your clients, you need information disparity, so you can give them information and insights they wouldn’t otherwise have.
• Your clients’ preference to buy from you reflects your ability to help them make better…

The Gist:

• You have to trade value in excess of the time your prospective client provides you.
• In every stage of the sales conversation, you must create value for the contacts with whom you are engaged.
• The lens through which you view…

I feel so strongly about the principle that salespeople are to create so much value for their dream client that they can confidently capture part of that value for their company and themselves that I named it the Iannarino principle. Here, I am…

There it sits, the big stack of paper that is the Request for Proposal. So much promise, so little hope of winning. You want to spend the time responding to the one hundred and fourteen questions, but you are not sure it is worth your time and…

Don’t let the title fool you; this post isn’t about overcoming objections. It isn’t about never saying die. It’s about understanding the nature of nurture. (more…)

There is a gap between the value you and your firm might have generated from having acquired a customer and the actual value that you generated. The difference is a measurement of two things: what you are doing to create value for your dream…