Category Archives: Selling Economic Value

Diagnosing a common sales pitfall – ask then pitch

Questions can and should be used through out the sales call to continuously engage the customer in a business conversation adapted to their needs and interests. Continue reading

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Best Small Business Blogs – 2015

If you missed the Best Small Business Blogs of 2015 (as culled by FitSmallBusiness.com) – take a look. You’ll find the Sales Training Connection … along with our 2015 featured post: Sales Reps – How to Bring Value by Saying “No”. Continue reading

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Sales success – reducing risk is as important as selling value

Major account sales occur in a dynamic business environment with multiple players, long buying processes, and complex solutions.  In this market everybody gets it.  You can’t win by just pitching products; you have to sell value. Selling value is about … Continue reading

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Selling value – no longer new news!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

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Selling value – the bar has been raised

Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Selling value – an innovative framing

The better we know and understand what customers want to become, the better we can invest and develop the innovations necessary to get them there. What if sales people asked themselves the question: Who do our customers want to become? What would be the implications for selling value? Continue reading

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Understanding the impact of pricing on profit

It is worthwhile to have an accurate assessment of the impact of price increases and price concessions on profit. Continue reading

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Quantifying your value proposition: making the business case – A STC Classic

Qualifying value proposition – 3 steps for sales people to do an effective job creating an communicating a clear, compelling picture of how a solution can drive a customer’s business results Continue reading

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Selling value – everybody is doing it!

To excel in major account selling, getting really good at selling value is a must do. But being really good requires more than asking a few questions and uncovering a few problems – you have to be great at doing things the competition hasn’t even thought about doing. Continue reading

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Maximize profitability – sell value and manage price expectations

To maximize profitablity, your sales force needs to do more than sell product – it must create value and manage price expectations. That’s a double barrel challenge that’s easy to say, but difficult to do. This post focuses on best practices for tackling these two challenges. Continue reading

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