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Tag Archives: increasing value

Improving Your Value Proposition

Posted on Have Your Say: Leave a comment?

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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Make Your Solution Essential Rather Than Desirable

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On our courses, we often ask sales people ‘what exactly do you sell?‘ After we’ve got through the list of products and services, they cotton on that people, their prospects, ┬ádon’t buy those things. So we get answers like ‘solutions to problems’ and ‘opportunities to expand their businesses’. But are those obvious answers always correct? [...]

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