by Tom Reilly
Sometimes, simplicity is best. These are a few of the attitudes we teach in Value-Added Selling.
- I treat sales calls as job interviews because I am really asking customers to hire me as their personal liaison.
- If I treat sales as a profession, others will treat me as a professional.
- We are in the value-creating business, not just the value-added business.
- How much harder would I work if I were self-employed and had no safety net?
- It may be the first time the customer hears and sees my presentation, but it should not be the first time I hear and see it.
- I must be more curious about our potential than concerned about the competition.
- Putting the customer first does not mean putting us last.
- If the only thing that differentiates our offering is our price, we have more than a pricing problem.
- Sell what is so uniquely yours that others compete with you, but you do not compete with them.
- It is important to know the customer’s needs; it is imperative to understand their needs.
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