Call Us Today 0800 849 6732

Tag Archives: increasing value

How Pain and Gain Can Help Clients Make Decisions

Posted on Have Your Say: Leave a comment?

When we are working with a client, we need to know what would be the best way to encourage them to make decisions that draw them to our products and services. It’s been known for some time by psychologists that people are driven in two different directions when they are making decisions. One way is […]

Posted in Consultative Selling | Tagged , , | Leave a comment

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 […]

Posted in Presell & Positioning | Tagged , , , | Leave a comment

Make Your Solution Essential Rather Than Desirable

Posted on Have Your Say: Leave a comment?

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,  don’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? […]

Posted in Consultative Selling | Tagged , , | Comments Off