Here’s Exactly How to Create Your Compelling Value Proposition

Unique Value Proposition

Probably the single most important factor that determines your success or failure on your calls is your Possible Value Proposition. Some call it simply your “value prop,” others your “elevator pitch.” Developing this is critical, because you plug it into your voice...

Quit Talking About Your Thing

Unique Value Proposition

Talking about your thing usually gets you in trouble. In sales, I mean. One of the biggest problems unsuccessful salespeople have is that they talk about their things right away, and it causes resistance. In emails, InMails, voice mails, and IF they ever by chance get...

How to Add Value and Not Just Check In or Introduce Yourself

Preparation, Unique Value Proposition

In my previous post I discussed calls that don’t add value, and even can be looked at as nuisance or time-wasting calls. The ones that start out with, “Just wanted to introduce myself,” Just checking in,” “Just touching base,” and...

Are Your Sales Messages Insulting?

Sales Recommendations (presentations), Unique Value Proposition

In my Smart Calling training programs with clients and sales reps we invest a lot of time ensuring that our messaging is laser-focused on the recipient and his/her world. That is the only way to carve through the ever-growing glut of noise we are bombarded with by the...

A Sales Lesson From High Gas Prices

Opening Statements, Unique Value Proposition

So who isn’t moaning about the price of gas right now? Probably the heads of countries that sell us oil… that’s another story. I do have to give credit to Phillips 66 though. They ran an ad campaign a few years ago that STILL sticks in my mind. They...

What Are You Doing to Sell During the Holiday Season?

Unique Value Proposition

I’ve often preached about the importance of calling during the Holiday times and how it can be a real goldmine for you. I want to hear about what you are doing to drum up business the next couple of weeks. It doesn’t have to be a success story, just what...