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      WHAT PEOPLE SAY

      An excellent article – very relevant for Sales Executives and Sales Managers. The establishment of Value is so crucial to converting a Prospect into a Client. I am always reminded of the adage of “In the absence of value, decision makers default to price.” When a potential customer defaults to price, we as Sales Executives have not performed our job properly. Please keep sending your communications, Sharon. They are important.

      — Richard Hardaway, Director of Sales and Marketing, SCI Electronics, Inc.

      Sharon's Blog:

      Please stop this value-eroding behavior!

      September 26, 2017

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      Sharon Day

      There are several small things we do and say that reduce value in the minds of our potential clients, i.e., not being a good listener, constantly running late, etc.

      Hands down, though, one of the biggest ways we erode our value is when we send out proposals and quote ou...

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      Where there's a will

      September 12, 2017

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      Sharon Day

      Having the will or being willing to do something will always make you valuable to others. That's because willingness is more important than ability. It's willingness that drives the kind of effort that creates big wins, and big winners.

      Here are seven attributes of stro...

      Read More
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