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...

“I Can Get It Cheaper From…”

I hear salespeople regularly ask for help with prospects who incessantly respond with, “I can get it cheaper from…” The best way for me to respond is to compile a list of nearly 20 quotes for readers of this newsletter from the archives. Start sprinkling some of these...

Do You Have a Job or a Career?

I’ve shared the missives of Mark Ford, founder, The Palm Beach Research Group with Selling Point readers several times in the past, and am doing it again today. I totally identify with his topic and bet many of you will, as well. Like Mark, I too spent my first 30...

Let’s Get Ready to Bundle………….!

In today’s world “bundled offers” are everywhere. Travel agents bundle “all inclusive” packages of flights, food, hotels, and entertainment. “Combo Meals” which include side orders and a drink to accompany the main entrée account for 98% of all fast food purchases....

WOW! That’s a Lot of Dead Presidents

If you were to ask a group of primary school kids what they should do if they were on fire, I guarantee a high percentage would automatically respond with, Stop, Drop, and Roll. Likewise, if you asked a group of salespeople what to do when a prospect tells them their...