Tag Archives: selling 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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Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. 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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Do you understand the impact of pricing reductions on profit?

Salespeople but have an accurate assessment of the impact of price concessions on profit. It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by pushing for revenue gains by permitting your sales team to negotiate price reductions? Continue reading

Posted in Marketing-Sales Chasm, Sales Strategy, Selling Value, Uncategorized | Tagged , , ,

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Beat your competition – focus on the customer

Focus on the customer and manage the competition by showing the customer that you’re the better choice. This blog shares how to do that. Continue reading

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How to accelerate your sales by avoiding empty sales touches

Sellers and buyers alike want to accelerate the sales and buying processes. This book – Amp Up Your Sales – will help salespeople achieve success. Continue reading

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Selling value – great is the new black – An STC Classic

Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the customer. ou can’t win by just pitching products; you have to sell value. To differentiate from competitors, you need to know second-level product knowledge and an in-depth awareness and understanding of the customer’s challenges and issues – the focus of this blog post. Continue reading

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Drive sales innovation by bottom up entrepreneurialism

One way to drive sales creativity and innovation is from the top down. An equally viable idea, and one that receives less attention, is driving innovation from the bottom up. Think about it! Every day major corporations have hundreds of salespeople on the street engaging with customers. They are busy understanding the customers business and the challenges they face. What a resource for innovation. The lesson is your sales team cannot only sell value; they can be used to inform you how to create value. Continue reading

Posted in Health Care Sales Training, Medical Sales Training, Sales Best Practices, Sales Strategy, Sales Training, Selling Value, Uncategorized | Tagged , , , ,

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