If your customers do not perceive the value in what you are selling, they will most likely buy from your competitors. Focusing on the “drivers” that influence your customers’ perceptions of value can help you position your product or service as a solution to the challenges they face. Here are their primary concerns: Financial. Your […]
Speak to your customers’ visual and auditory senses to propel your brand. As the landscape of digital marketing continuously evolves, the use of video has emerged as a powerful and essential tool for businesses seeking to connect with their target audiences in a compelling and engaging way. The importance of incorporating video into marketing strategies […]
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps to help salespeople develop “20/20” hearing: 1. Tune in totally. Before meeting, decide to listen 80% of the time and talk only 20% of the time. […]
Value-added selling is an ongoing process and, as such, contains four steps that repeat themselves constantly. 1st – Preparation. Commit to the value-added attitude. Become a student of sales and study. Focus strategically on the types of customers from whom you think you can get the return you need. 2nd – Planning. Planning is call […]
Tired of meetings where no one contributes? Schedule a mandatory meeting and tell team members their “admission ticket” will be an index card with an original idea written on it. Collect the tickets at the door, and start the meeting by reading every member’s idea.
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