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Communicating Value

Building the Elevator Pitch

The elevator pitch is one thing that every sales person should have. If you cannot clearly and concisely explain what you have to offer, then you will be severely hampering your sales efforts. What not to do with Your Elevator Pitch … Continue reading

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What is Your Unique Selling Proposition?

Do you know what your unique selling proposition is? This is fairly important as you need to be able to communicate this to grab the prospect’s attention and stand out from your competition. Why this is Important One of the main things … Continue reading

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Value Proposition Definition

It can be common for us to try  to stop to think about the value proposition definition. We will try to simplify how we look at value propositions. Not the Value Proposition Definition Before we move forward, let’s first focus on … Continue reading

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The Key Ingredient in a Cold Call Script – Value Statement

When working on a cold call script, it can be difficult to figure out what to include and what to leave out.  What makes this more difficult is that you likely have a lot that you want to say and … Continue reading

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Define the Value Proposition When Developing Sales Strategy

Every sales strategy has many moving parts.  A business can likely have many different sales resources, different sales organizations, a portfolio of products and services, a slew of features and benefits, different types of clients that they do business with, etc.  With … Continue reading

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Communicate Business Value to Increase Sales

When you are talking to prospects on cold calls, in meetings, and in emails, are you discussing how you can help them from a business value standpoint?  Business value is how the products you are selling will help your prospect’s business.  Being able … Continue reading

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