Selling Value

3 Reasons Clients Procrastinate

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...

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Is Your Offer Irresistible?

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...

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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...

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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...

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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...

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