Tag Archives: value

Your Sales Trainer Only Told You Half The Story

At some point in your career, a sales trainer taught you that selling is essentially about solving problems (stopping pain) or creating opportunities (creating gain) for your prospects. Ask enough questions to better understand the prospect’s business and the gaps that exist, then sell solutions that fill said gaps. It’s a simple and logical equation […]

Most Sales People Have No Idea How Much They Sell. Do You?

As a former front line producer and manager, I know how important numbers are to sales organizations. Margins, market share, net profit, and commission dollars to name a few. But the granddaddy of them all is your total revenue. Granted, some care less than others, but I think it’s safe to say the majority of […]

A Common Mistake Salespeople Make When They Have The Lowest Price

Sales blogs (like this one) are constantly touting the need for salespeople to create and communicate their value. We tell you that “playing the price game” is a race to the bottom that no one actually wants to win. But sometimes, without even trying, you realize that, in fact, you do have the lowest price. […]

How To Be Easy To Do Business With

For better or worse, we live in a society that is more contract laden, politically correct, and litigious than ever. Which means we need rules. Clearly spelled out, sectioned, numbered and signed-off on. At least the legal department says so. As a result, many businesses are forced into creating documents, agreements, and addendums loaded with […]