In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list.
In which we are reminded to sell the strengths we have rather than those we wish for.
In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us.
In which we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value.
In which we discuss the power of referrals rather than magic words to secure appointments with prospects.
In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes.
In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach.
We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time.
In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.
In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.
In which we consider a parallel between soccer tactics and performing as trusted advisors to our clients.
In which we emphasize the importance of articulating the value of a solution before introducing the idea of the solution.
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