Sales TipsTips for Entrepreneurs

Selling Value

By June 29, 2009 2 Comments

Anyone who has been selling for awhile surely has met the occasional prospect who doesn’t perceive the value in what you are selling and has a different idea about what the buy sell relationship should be.

This video will make you smile and think about that special customer or prospect.

On a serious note, you will meet the business equivalent of the actors in this video.

Sales people can be overwhelmed by strong willed buyers who don’t see your point of view, or purchasing people whose mission it is to “get a better price”.

To be successful in the face of this kind of adversity, every sales rep has to stick to your sales process. You do have one don’t you? Your whole sales team follows it, don’t they?

To not wither in the wind created by your prospects and customers, every sales professional working for you has to believe that your value proposition provides an ROI which exceeds many times the price of your product or service. Your sales team believes that, don’t they?

Entrepreneurial business owners often don’t take the time to document their key processes, like finance, operations and sales. That can be a mistake if you hope to scale your business in a consistent and profitable manner.

If you are not sure of the answers to these questions it is surely worth checking.

Do you have a framework for running your business, including sales?

If you don’t, The Entrepreneurial Operating System (EOS) is one option.

Did you enjoy the video? Have you got a sales story like the ones in the video?

Join the discussion 2 Comments

  • Dan Waldron says:

    Great Blog post. I am going to bookmark and read more often. I love the Blog template

  • Mark Gibson says:

    Hi Ed, Good post and excellent video, which I will re-use in my training.
    When purchasing gets involved this type of conversation prevails, they dont care about your value, they just want the best deal. You need your champion to stand-up for you and have clearly articulated your value in order to face-down this type of pressure. Also it helps if you are prepared to walk from deals that are unprofitable or not win-win.

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