![](https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiOgxETUsyFo9MRvralX6o69I6lE8iMEkLPJKKej51M1eCOkWE2hs4Zpn5i4IBfK5NyHjpwydBuCRArap9yIacbgxf0VgD3EiaS28aVDklpz9rghFrQRNID7c_eU8glXTFNrrMt/s400/IMG01042.jpg)
I thought this was funny since my Cloud book should have been finished by now, but just isn't. Too much going on to do it right now. Or I would be the official NSP Cloud Sherpa for sales.
![](https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEifSv7eH5-CYSAAhg02GNIfiVkNvdEeL4T-gAxWPx7ca-W1euxfad-xnV398IAU2jTLwtiTARYruGlyZtofAZEyEydC2SGH0ClW-5rnNpsltdPJVmBtCB0UJDL5fk1NNrrdg0GV/s400/impactful.jpg)
From a Phone+ article, this quote is right on: explain on the tech IMPACTS the customer's business and the price matters less (if they Trust and Like you). The Trust and Like comes from a lot of sales training (for example, mine and Gitomer), but it echos in my head from Guy Kawasaki's keynote at Parallels Summit this week. See my notes here.
![](https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgAh2WaD8dQ6gIE5rKdyh_p_-reZ5vEeKF1rYoRDoJ6i_Vck8mXMEV_9Usjv1RXVsud88BQoz7hRIJzvPJB4BMmiuHbIh9RwSiPBSrjGeiiX9i_qQfbTm6GkMc9tLZk9XTumM0x/s400/guy1058.jpg)
![](https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjO0YIjup-gcDeHGmHjMO3AqOr5CJSL4sDIeNVn8PvFzSRHFbxpNhQxmXMt70LduslsRm0XHnAnNm7X2KdqDAON_rITdj9h235g8pVxwAdYnk-IWPdVdC6sg1_ivlSBUzLE48o1/s400/price-sensitivity.jpg)
This is a big issue: selling on price. If you THINK that your service is a COMMODITY, you Lost already. Guy Kawasaki said this, but in sales training I tell folks that if you do not believe that your service will be the best decision that the customer could make, get out. It's all about Win-Win. You buy from us, we take care of you. It's about Value and Impact and Customer Service and being Remarkable.
![](https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhMHtx74PqS8xfhhfkzTxSY7-zpZ_3Hr5zjlCiEHlmpE0C27vWCjVxrk13C89gmhT0g3dNftVoyjMpiLPvbx5WaEo4CeEGFKzWfsQS5BsvrT9mn172_hVBuQyV9U5Y7i6hNXzCa/s400/prospect101.png)
Everyone is having this problem. And a direct sales team costs money, especially if they are not producing. How are you driving sales? Is it effective?
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