Sales Archives

What Is a Value Proposition?—Business Basics

What exactly is a value proposition? Why is it important to provide unique value to your customers? As the name suggests, your business’s value proposition is the value you provide to your customers in the form of products or services. When defining your value proposition, consider the nature of your product/service and how it is different from your competitors’ products/services. If you’re servicing the same customers, with the same needs, at the same price, you are not providing unique value. Here are some things to consider as you define how you intend to offer value to your customers.

How to Know When You Should Upgrade Your Product

How often should you upgrade your products? What should you do if customers request to add features to existing products? An important element of running a business is deciding when and if you should make improvements or upgrades to your product. Customers may request product upgrades or modifications, but that doesn’t mean you should make them before you are ready. Here is why you should hold off product upgrade requests—even if it means your customers outgrow your product.

Training a Sales Team: Tips for Sales Managers

Why do sales jobs have such a high staff turnover? What can you, as a sales leader, do to improve your team’s performance? One of the reasons for high staff turnover in sales roles is that sales representatives often lack training in the essential sales skills (e.g. making cold sales calls, closing techniques, etc.) Therefore, coaching your sales team is essential to generating optimum performance. In this article, we’ll take a look at some tips and techniques for both training a sales team generally and coaching them in specific skills.

How to Create and Maintain a Healthy Sales Culture

What makes a good sales culture? What can you, as a sales leader, do to foster a healthy culture in your business’s sales department? A healthy sales culture is one in which salespeople feel respected, passionate, and happy in their roles. They communicate openly and respectfully with their manager and each other, and they’re willing to help out their colleagues in the pursuit of shared goals. In this article, we’ll take a look at some tips on how to create and maintain a healthy sales culture, according to sales expert Mike Weinberg.

To Sell Is Human: Review, Context, and Approach

What is Daniel Pink’s book To Sell Is Human about? What is the key message of the book? To Sell Is Human explains the history, evolution, and significance of sales. Pink asserts that all people are salespeople, whether they like it or not. That’s because we’re always selling something—whether that be a product or ourselves. Continue reading for our To Sell Is Human review.

Service-Oriented Selling: To Sell Is to Serve

In what ways do selling and service go hand in hand? What are Daniel Pink’s two rules to the service-oriented selling approach? In his book To Sell Is Human, Daniel Pink explores the connection between selling and service. He says that the two things you must do are make the sale personal, and make it purposeful. Keep reading to learn more about Pink’s service-oriented selling approach.

Principled Bargaining: Sell for Mutual Benefit

What is principled bargaining? If a used car salesman can convince a customer to buy a lemon, why isn’t that considered a win? Principled bargaining is when both the customer and the salesperson gain something from the sale. If only one side gains something, then it’s a fail. Here is how to practice principled bargaining.

Daniel Pink: Sell Experiences, Not Products

What does it mean to sell experiences? Why do people identify more with experiences than material goods? Sales specialist Daniel Pink says that you should always try to get buyers excited about the experience of using a product rather than about the product itself. This is due to a number of factors, including the fact that experiences are easier to relate to and that customers are motivated by emotions. Here is why you should sell experiences, not products.

The History of Selling: The 3 Key Milestones

What does the history of selling look like? Are all humans innately salespeople? How has the sales industry evolved over the years? In the book To Sell Is Human, Daniel Pink discusses the three origins of the shifts in sales over time: economic change, the rise in technology, and the growth of the education and medical sectors. Due to these three factors, sales have gone from being profit-focused to being buyer-focused. Continue reading to learn more about the history of selling and the three major origins of change.

Grant Cardone’s Follow-Up Tips From Sell or Be Sold

8 Essential Grant Cardone Follow Up Tips

What are Grant Cardone’s follow-up tips from Sell or Be Sold? Why should you follow up with customers? The essential Grant Cardone follow-up tips include using CRM (Customer Relationship Management) tools to keep in touch with customers, trying multiple communication methods including mail and personal visits, and never giving up after the first call. Following up with customers is important because it shows you care about the customer, and it encourages the customer to keep buying from you. Read on to discover Grant Cardone’s follow-up tips.