The type of recommendations you make is an indication of the value you create for your clients and your ability to differentiate and create a preference.
Because most salespeople sell at the same level, the value at that level…
If you have a choice of adding value or cutting your price, find a way to add value. Adding value improves your performance and cutting your prices reduces the profit you have to create that value.
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,…
There are two groups of people who cold call: telemarketing firms and professional salespeople. For telemarketing firms, cold calling is what they do. For professional salespeople, cold calling is one tool in an arsenal of many tools (or at least…
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