A Deeper Dive into Value…

You conducted your typical complete inspection and assessment. You gave a solid presentation and proposal and the homeowners smiled a lot and seemed to like you. When you finished they told you they needed to think everything through and that they would get back to...

Do Your Prospects Want to Spend the Least?

As I (Doug) started my new role as a corporate sales trainer for a national company back in 1996, I well remember the philosophy that was to be imparted to all new sales employees. It was critical for me to stress that the services these folks were being trained to...
Don’t Paralyze Your Prospects

Don’t Paralyze Your Prospects

Photo credit-j2-solutions.com I (Doug) am a meat and potatoes guy, and always have been. Beginning in the mid-1960’s when the first Arby’s opened in Louisville where I grew up, I developed a crush on Arby’s Big Roast Beef Sandwiches. I’ve eaten a multitude of them...

Don’t Leave Your Sales Success to Chance

His request approved, the RNN photographer called the local airport to charter a flight. He was told a Cessna 172 would be waiting, and on arrival at the airfield, he spotted one warming up. Carrying his leather bag, he jumped in, slammed the door and quickly blurted,...

Become an “Amateur Authority”

Have you ever heard the concept called Shoshin; translated as a “beginner’s mind?” Me neither. Maybe because it is actually a tenet of Zen Buddhism, of which I am not an adherent. On the other hand it is the definition of a “beginners mind” that interests me in...

Value is a Moving Target

Salespeople are constantly told to build more value in order to differentiate their products and services from competitors. A swing and a miss happens here when sellers jump in and rattle off features and benefits, even good ones. What is missing is establishing what...