Excellence Begins (But Does Not End) Here…
In Go-Givers Sell More, John David Mann and I explore the “Five Elements of Value” within Law #1, The Law of Value. The first Element of Value is…Excellence.
Understand What has Changed — and What Hasn’t — in Selling…
Selling is now much more about creating compelling, differentiated value rather than being simply about features and benefits. It’s still all about the person.
Combine These Two for Extraordinary Results…
Being a Go-Getter and a Go-Giver is a powerful, profitable combination. A Go-Taker, on the other hand, often struggles to sustain success or healthy relationships.
Why Communicating Value Is So Very Important…
Price is a dollar figure or dollar amount. (Or, of course, whatever form of currency is used in your country.) Value is the “relative worth or desirability of a thing to the end user.”
The Most Powerful Plane to Place Your Focus…
In business, when we suggest operating on the “creative plane” rather than on the “competitive plane”…that doesn’t mean ignoring competition.
Champion Salespeople Know That This Is What Selling Is REALLY About…
Great salesmanship/saleswomanship is never *about* the salesperson (though they play an important role). It’s never *about* the strategies, the techniques, or the tactics.
It’s So Important to Know This About Sales Objections…
Often your prospective customer’s objection is not their true, actual objection but only its verbal manifestation.
“Your price is too high” most likely means they simply don’t see sufficient value to justify…
What Great Salesmanship is REALLY About
Great salesmanship is never about the salesperson.
Great salesmanship is never about the product or service.
Great salesmanship is about the other person…
Cole Slaw, Carrots, and Limiting Beliefs
We’ve often explored the concept of Belief Systems and how our personal way of understanding and relating to the world — typically on an unconscious level — directs our behaviors. Recently I heard what was perhaps the perfect example of how these…
Make Yourself DiscountProof
Are you often asked to discount your fee or price? Typically, when a prospective customer or client balks at your price, it’s because they believe that the value of your offering is less than what they are being asked to pay. But, not always. There IS another reason. It’s this…They subscribe to the theory that one should…
