What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect…Continue Reading
Tag: Value Creation
The idea of "value creation" can be confusing. The word "value" itself can be nebulous, unclear. Value is also in the eye of the beholder; it is a perception. In sales, however, we can define "value creation" with some significant level of…Continue Reading
When you lead with your higher price, you have a chance to justify—and demonstrate—the value you create that is worth paying more to obtain.
When you provide your higher price later in the sales conversation, if you have not differentiated…Continue Reading
After reading Eat Their Lunch: Winning Customers Away from Your Competition, some people have reached out to me to share their results in scheduling meetings and starting strategic conversations with their dream clients. They’ve gotten the…Continue Reading
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value of your product, Level 2: the value of the experience, Level 3: the tangible result you produce, and Level 4: your ability…Continue Reading