Tag: Value Creation
A modern approach to sales calls for a new sales conversation.
The outcomes of early conversations have changed, in large part due to our complex environment.
The end goal is a sense of certainty, something that requires a… Continue Reading
It is critically important to guide your clients through the conversations necessary to improving their results.
It’s also important that you have the right conversations at the right time.
Time each conversation based on its… Continue Reading
Your clients measure your performance by the value of the conversations they have with you.
Your intentions can spoil the outcomes you hope for by preventing the conversation from being valuable to your contacts.
Focusing on… Continue Reading
The legacy laggard approach to sales views the product as the main source of value for prospective clients.
The legacy solution approach to sales finds value in the solution the salesperson provides.
The modern approach… Continue Reading
We sometimes believe that we lose deals because of our pricing.
Value is a perception, meaning different people have varying beliefs about value.
A lot of pricing problems stem from the client's existing value beliefs and your… Continue Reading
Improving the quality of your sales conversation means moving from a legacy approach to sales to a modern approach built on value creation.
The critical metric for effectiveness is the value you create for your clients within the… Continue Reading
The largest part of the decision to buy from you comes from your client’s experience during your conversation.
Your best chance to differentiate yourself is found inside the sales conversation.
Winning deals is the result of… Continue Reading
Your client is going to buy based off of preference, formed from value creation, relationships, and solutions.
The sales conversation is the vital competitive advantage to winning deals against competitors by providing the… Continue Reading
Triangulation means taking an advantageous position on the plane where you find all your competition.
By triangulating, would-be consultative salesperson can share their perspective more effectively.
Occupying a higher… Continue Reading
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… Continue Reading