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B2B Marketing
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[2004-07-27] Are you Selling Value?
There is more to selling than offering the lowest price. In fact, sometimes "value" has absolutely nothing to do with price. If you are not offering a total solution that meets the critical needs of your prospect, then your buyer will likely buy from someone who can. Value is an extremely part of the selling equation. Your prospects want a superior product or service - one that comes with added benefits such as technical training, extended warranties, top-notch customer service, implementation support, consulting hours and more. They want assurance that if they have a problem or question down the road, you'll be there with a solution.
[2004-07-22] Where to Find a Cash Windfall of $10,000 to $1,000,000--You Never Knew You Had.
There is a rather famous true story called "Acres of Diamonds".
[2004-07-13] Testimonials Convert Prospects Into Buyers
Big businesses get instant credibility with their well-known company name or brand name. But small companies have to create their own credibility. One of most powerful tools you can use for this is customer testimonials.
[2004-07-06] Redefining Sales: Why Conventional Methods Don't Work in Today's Business Environment
Sellers have the mistaken belief that by presenting, pitching, and positioning their product effectively, by being nice-nice-nice, and by showing 'care' and 'concern' for 'needs', a buyer will buy.
[2004-07-06] Why The USP Doesn't Work Anymore & What To Do Instead
The USP (Unique Selling Proposition) is based on the assumption that if you can't be better than the competition then being different will usually suffice.
[2004-07-01] Why Saying No Can Make Your Sales Rate Soar
Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.
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