Search Results
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Selling Value – Everything You Always Wanted to Know
- December 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some news stories just don’t go away. Today those stories include Ferguson, Bill Cosby, ISIS and The NFL’s Domestic Abuse Problem. There is also Obamacare, Immigration and Ebola. They remain in the news more because the media continues to milk these stories then readers demand to know more.
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Evan Carmichael Interview with Dave Kurlan on Selling Value
- October 27, 2014
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Evan Carmichael’s Radio Show
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Why There is No Value When You Provide Value Via Special Pricing
- September 29, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was discussing the OMG Partnership opportunity with a gentlemen from Hong Kong, who objected to our reasonable licensing fees, refusing to pay any fees to a US company. This is when the conversation began to resemble a sales call. He did what a lot of buyers do to salespeople and began to boast about how well-positioned his company is to market OMG in Hong Kong and what a huge opportunity this would be for OMG. He expected me to waive the fees in exchange for the great opportunity he described.
Most salespeople – 74% to be exact – not wishing to jeopardize a great opportunity, start negotiating or worse, agreeing, to the unrealistic requests. There are ripple effects to this, for example:
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Best Example of Value-Added vs. Commodity Selling
- March 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. I’ve written more than 1,000 articles and I believe this one is the best yet! The article effectively details an actual value-added consultative sales call which, because of a single incorrect question, quickly became a transactional, commodity-based, price-driven call. The example is really striking because it so clearly shows that you can do everything correctly but asking even one question the wrong way can cause a salesperson to lose the opportunity to be a trusted advisor, and fall into the abyss of commodity sellers.
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How to Add Value to Your Sales Offering
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We often discuss the importance of adding value as well as how to sell and build value. Last week I was asked if I could provide an example of what added value could be.
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Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
- January 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value Added Selling is a wonderful thing – sometimes.
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One Surprising Key to Selling Value
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Gary Harvey, my guest on this week’s episode of Meet the Sales Experts, has great advice for companies that are trying to avoid getting sucked into having the lowest price. His secret? Purchasing Agents have always told salespeople that they go with the lowest price. When he asks them why they do this, they always tell him the same thing. “Because it works on every other salesperson until we met you.”
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Tale of Two Assessments – Comparing Value
- December 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A potential client wanted to know how Objective Management Group could justify the cost of a our license (unlimited candidate assessments for one year or until the specified number of salespeople are hired) versus what seemed at face value to be a lower cost for DISC assessments.
There are several factors here but they are all worth noting.
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Are Your Salespeople Selling Price Like Sam’s Club or Value Like Nordstrom’s?
- November 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So what does this say about the state of the economy and more specifically, about discounting and trying to win business based on price?
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Value Proposition
- June 22, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I witnessed – again – just how ineffective companies are at providing their salespeople with useful tools. The Value Proposition, a frequent offender, earned the honors today. So many salespeople are walking around with what they think are value propositions when in fact they are nothing more than claims, marketing messages, features and benefits. Today’s winner of the worst Value Proposition was ‘we make you money’.