3 Easy Steps to Value Creation

How to Get Out of Your Own Way in Sales

Whether you are new to sales, a seasoned veteran, or managing a sales force you know that selling is as much an art as science. If you find you are discounting more than you should, look at the 'why behind your sales actions.' This is usually a case of buyer and seller not being on the same page when determining value.

3 Steps To Asking for Customer Testimonials So They Can't Resist provides salespeople with the information they need to transform requesting a testimonial from an imposition to a win-win.

Have you ever watched a 2AM infomercial? I am the type of person that cannot watch infomercials without buying. They always take me through the same process: Identify a problem that frustrates me; Present an innovative solution; Pile on value to make purchase a no-brainer. Today, I want to focus on that last step of the process.

What do you feel is the best approach to sales? What if I told you that I believe the best approach to sales is also the best approach to everything in your life?

Your customer's lack of time is a relatively recent phenomenon. It wasn't much of an issue a few years ago, but it has become universal and growing in intensity day by day. Today, not only must the product or service bring value to the customer, but the time you spend with the customer must also be of value to him or her. He/she must see a reason for spending time with you - a payback for his investment of time.

As a sales professional, you face a dragon when you meet with decision makers in the organizations you prospect and present to. Here are five strategies to consider when you face your dragon. Close more sales by applying these five strategies when you have to face your dragons.

The word "integrity" is the most overused and misunderstood word in business. Many claim to have the upmost highest level of integrity when it comes to serving their customers, respecting their service partners and treatment of their employees but very few really know what the word means.

So why does Wendy's spend so much money advertising a 99 cent Chicken Sandwich? To compete and to create the perception that Wendy's offers value. You need to constantly give the buyers the perception that your products and services give them VALUE as well!

These questions (and all the other ones I know you're thinking of right now) will reveal what your prospect's true buying motives are, and until you know them you've just shooting blind. Kind of like 80% of your competition does. Once you understand what it's going to take to sell them, you need to build the value of doing business with you and your company.

Have you noticed how many employers are hiring Inside Sales reps lately? What's behind the trend and why you should consider an Inside Sales Position for your next job.