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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:
September 26, 2017
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...
September 12, 2017
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...
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