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Tag: selling value

Likability in Sales?

March 30, 2019 pdonehue Leave a comment

In a recent Harvard Business Review article by J. Keenan, the relative importance of “likability” in the sales process was…

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Posted in: Sales Process, Selling Value Filed under: likability in sales, sales process, selling relationships, selling value, value-added sales

Get the Business First & Sell the Details Later

November 22, 2017 pdonehue Leave a comment

In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.…

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Posted in: Selling skills, Selling Value Filed under: establishing value, how to succeed in sales, selling value

The Stars in Your Presentations? (No One Ever Really Needs a Shovel!)

June 26, 2017 pdonehue Leave a comment

Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,…

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Posted in: Selling skills, Selling Value, understanding customer needs Filed under: consultative selling, features v. benefits, how to sell value, selling benefits, selling value, solution selling

Remind Me

February 25, 2017 pdonehue Leave a comment

How often should / must we remind our customers of the value we bring to the table? Is a once-per-year…

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Posted in: customer engagement, Selling skills Filed under: client retention, contact frequency, how to reaffirm value with customers, selling skills, selling value

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