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What To Say When The Customer Asks, “Why Should We Use You?”

So, you’ve got to the part of the conversation where the customer asks the £64,000 question, hence indicating they are interested but haven’t yet been persuaded to think seriously about your solution. What do they really want and need when this question, ‘Why should we use you?’ is asked? Well, they want confirmation and assurance that they are taking less…

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The Best Way To Keep Ahead of the Competition

According to Charles Darwins’ Origin of Species, “It is not the most intellectual of the species that survives; it is not the strongest that survives; but the species that survives is the one that is able best to adapt and adjust to the changing environment in which it finds itself”. This probably is one of the best bits of advice to…

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Ways To Make Your Value Standout In The Crowd

We often get asked to help salespeople craft their cold-calling script so that the recipient drools at the very thought of meeting with the salesperson and has sleepless nights waiting for the presentation that will change their lives for the better.  This utopian situation doesn’t occur very often/quite often/seldom/hardly ever/once in a blue moon/never in world history (delete as applicable) What’s happening here,…

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Are You Really That Different From Your Competition?

One of our clients had a particular dilemma, described here by one of the sales team: “Our clients think our products are just a commodity, and so mainly focus on the price against our competition. We know that our products are different, have differential qualities and will be better for our prospects than our competition’s will. What can we do…

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Six Questions To Ensure You Build Value For Your Customers

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can…

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Become A Thought-Leader To Add Value

Branding is one of the key components of marketing your products and services, and branding has become a multi-million pound industry, with so many companies using their brands to leverage their marketing positions. Branding, though, can be lost in the competitive elements that make up the world of products and services. No more is this so in the components that…

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How To Build Value In A Sales Presentation

Increase the value, or the perceived value of what you sell, and you will make more sales! You have to have ways to raise the value of your product or service. By that, I mean, when the buyer feels that the return, is greater than the investment, you will close more sales. The sale often takes place when the prospect…

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“Stick Out Your Tongue And Say Ahh…” To Build Sales Value

You’ve spent years perfecting your craft and learning everything there is to know about what you sell and the competition. However, you have to be careful not to allow that knowledge to flow too swiftly. The Instant Response Of course, some products and services require light-speed responses, but selling most products and services today, requires more of a consultative approach….

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3 Critical Reasons Why You Should NEVER Reveal The Price Until You’ve Built Up The Value

You know the age-old Golden Rule—“Do not reveal the price until the end.” Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. However, does such a rule or concept still have merit, especially in dealing with today’s modern and educated buyer? Since…

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When The Buyer Does Not Perceive Your Value

Many times, your buyer will take a look at your up-front price and reject it. This is because they don’t see how the goods or services you offer will solve their problems at the price stated. In other words, value has not been built up in the customer’s mind. Value isn’t waht you think it is. Value is alwyas what…

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