Quantifying Value – The Ultimate Sales Tool

Understanding your own value – the value of your products and services – and being able to connect that value to your customer’s business drivers is what makes customers want to buy. Customers want the benefits, the business benefits that your product or service can create and deliver to their business.

In today’s business climate customers are critically reviewing and reassessing their businesses, rethinking their options, re-allocating resources and re-prioritizing their business strategies. You can assist your customers in this process by helping them to identify and quantify value gaps or value opportunities, demonstrating how value can be created, implemented and then measured to ensure that the value realised meets or exceeds plan.

Value maximisation followed by value assurance is what your customers desperately want and need today. Show him or her how they can achieve these two goals and you will create more than a customer, you will create a business partner for life.

Price Advantage -> Product Advantage -> Competitive Advantage -> Value Advantage!!! Read More

Managing Your Mindset. Your #1 Challenge in 2009

Woody Allen said “80 percent of success is showing up.”
Thinking about it, this is very practical advice, and for people in sales a good rule to live by. You can’t influence, persuade, or sell yourself or your ideas if you aren’t sitting in front of the person you need to influence. Now ask yourself this.

How often have you chosen to simply send an email or make a phone call rather than holding to a face-to-face meeting?

Essentially you are choosing between sending your message vs personally delivering your message. Using email and the phone is easier for sure. However, it is also easier for the other person to choose to ignore, misunderstand or fail to take the desired action in response to your message. Less investment in time and effort equates to less commitment to influence. So, showing up wins? Yes, no contest. But, I think that there is a critical and unstated assumption here. Let me explain. Showing up, how and in what state of mind? Showing up when you are unprepared, uncommitted, de-motivated, tired, or sick means that we may have been better off sending an email or making a phone call. Showing up when you are well prepared: having a plan, being fully committed and having a positive mental attitude is what will deliver success. Read More