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Articles tagged with: value based selling

Closing, Lead Generation, Objection Handling, Prospecting, Qualifying, Sales Education, Selling Process »

[6 Sep 2011 | No Comment | ]
Going Back To Basics – 10 Things To Do

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless [...]

Objection Handling, Presentation »

[22 Aug 2011 | 6 Comments | ]
If you live by price – you will die by price

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your [...]

Presentation, sales tips, Selling Process »

[15 Nov 2010 | 3 Comments | ]
Do you add value to your customer’s business?

Remember this – when customers are asked to define relationship, they discuss things such as how a salesperson can bring value to their companies. Do you add value to your customer’s business? Or are you simply another salesperson to be reluctantly contacted when there’s a need for a new product? You can stand out from [...]

Cold Calling, Lead Generation, Prospecting, Selling Process, Trigger Events »

[10 May 2010 | One Comment | ]
What are trigger events and how to use them

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking [...]

Objection Handling, Selling Process, Trigger Events »

[4 May 2010 | 6 Comments | ]
How to win the deal without discounting

In my previous article I was talking how If you live by price – you will die by price. Let’s talk further about how to close the deal without discounting. If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can [...]

Sales 2.0, Webinar »

[6 Apr 2010 | One Comment | ]
Sales 2.0 vs. Sales 1.0

The problem: There has been a revolution in everything in our society except in sales. “New” sales books are still talking about the same tips, tricks and techniques that were working in the last century. Certainly selling has the look of 20 or 30 years ago, features and benefits are still the main topic at [...]