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Presell & Positioning

How To Build The Value Of Your Service Offers

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We often hear from salespeople that one of their biggest differentials is that of giving service. We then ask the question ‘what specific services do you offer that make you different from your competition? How are your services actually adding value to your customer?’ Unfortunately, lots of the answers we get are either pretty woolly [...]

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Improving Your Value Proposition

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As the saying goes, ‘Beauty is in the eye of the beholder’. Well, just as each person has their own individual idea of what constitutes beauty, each prospect will have their own concept of what ‘value’ means to them. There’s no ‘one-size-fits-all’ when it comes to this idea of value in the prospect’s mind. How [...]

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Asking Tough Questions Gets You The Business

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I get a real kick out of getting new business. Call it an ego thing, or whatever you like, but when a customer signs on the line that is dotted, it makes me feel good about myself, my company, my colleagues and my services. About a month ago, a prospect emailed me to say that [...]

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Five Specific Wants That Every Prospect Has

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The strange expression “Nought so queer as folk” quaintly sums up the studies of the philosophies of man from the start of time. So much water under the bridge, so many changes in history, so few securities that can be held onto. The idiosyncrasies that determine our interactions with each other can be neatly summed [...]

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Anticipation Can Help You Get Future Business

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Today, I nearly had an accident in my car. Driving on the motorway at around 60mph in heavy traffic , I was following the car in front (at a safe distance, of course!) when I noticed the cars two or three ahead of the car in front put their brake lights on. One of them [...]

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