According to a recent study on issues facing the life insurance industry, 56% of the agents said that their biggest sales problem is client procrastination. And, as you might imagine, this problem is not unique to the insurance industry. Every sales professional feels frustrated when they’re put on hold even after receiving all the buying […]
Is Your Offer Irresistible?
It was a lousy day on the golf course. The 3 wood went everywhere except the fairway and the putter spun out of control. I probably lost 13 strokes between the two clubs. So what would you do? Get rid of the clubs? Surely it can’t be me, so it must certainly be the club. […]
What Will It Take To Earn Your Business?
These are probably the 8 worst words a sales professional can ask to win the customer’s business. It’s almost like asking, what would it take for you to marry me? If you have to ask this question, you haven’t set the right expectations or developed a trusting relationship with the customer. You don’t yet know […]
Is Your Value Proposition Compelling
What makes a value proposition compelling? Does it set you apart from your competitors? Is it unique to your market? As Jack Trout says, “Differentiate or Die.” A value proposition should be a clear and concise series of factual statements that show the tangible results of your products and services. It must be targeted to […]
Is Your Value Irresistible
How can our products and services become irresistible in the eyes of our prospects and customers? It seems as though we are in a new day and age of selling where the mantra of the customer is, “don’t call me, I’ll call you”! Have you noticed that too? They get back to you when they […]
3 Components of Customer Value
How does the prospect view your solution? Will they buy now or decide to wait? Is there a sense of urgency on their part to make a decision? My favorite saying is, “If you can’t price your value, all you can price is your cost.” If that’s the case, the customer will more likely view […]
Positioning Customer Value
Do your customers focus on the cost of your products and services or the value you provide? A few years ago I needed to get a new lawnmower. As my son Bryan was growing up, I decided to take him along to help; after all, he now had time behind a lawnmower and expected plenty […]
Leveraging Perceived Value For Sales Success
In our earlier notes we showed that by understanding the differences between personality styles, our chance of building a strong relationship goes way up. By looking at key characteristics we can “type” our customer or co-worker’s style. We use colors as mnemonics to remember these distinct personality styles. People buy only when they see value. […]
