The 3 Building Blocks of Value Proposition
Some insights from the Wizard of Oz. Because lions are considered "The Kings of Beasts," the Cowardly Lion feels that his fear renders him insufficient. He doesn't realize that bravery is acting in the face of fear, which he often does. Following the aftermath of the Wizard's gift, while he...
Selling is much like serving. It was time to buy a new automobile. As many of us have already experienced, the salesperson dances back and forth between their pricing and our offer. I enjoy observing the salesperson's demeanor. Do they pay attention? Do they grasp my requirements? Or are they simply...
Closing sales and growing your business isn’t about selling to everyone; it’s about selling to those who “qualify” as a prospect. To qualify during the sales process isn’t an easy skill to learn. It occupies its position as a big challenge that salespeople and business owners face today. To properly qualify...