The Limits of Value Propositions
In B2B sales, having a clearly developed and clearly stated value proposition is unquestionably important. This is especially true for large, complex, or intangible offerings. In fact, some experts go so far as to suggest a value proposition is the key component of successful sales. And most would say that a value proposition is at […]
When to Offer a Low Price
Last week, we talked a bit about pricing low to get the sale – and how that is not always the best option. But when is it okay to offer a low or lower price? There’s always an exception (or two) to every rule out there. So, if you want to know a bit more on when […]
And the Winner Is Low Price. Wait – No…
It’s a time-honored business strategy – low prices. Michael Porter codified Low Price as one of three generic competitive strategies, but it’s not like it wasn’t already commonsense in every business culture. Still, it’s remarkable to see the over-reliance on this particular strategy in our “modern” times. Which leads me to ask: Just what is […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.