This is an article about one of the most overlooked points in the selling process that kills salespeople every day…even those who are committed, honest, and competent. It is a true testament to the statement that “just because it’s common sense doesn’t mean it’s common practice”.
Want to work smarter? Keep reading…Cheers!
WIIFM – WHAT’S IN IT FOR ME?? – “From Commodity to Compelling – Does Your Value Proposition Have Substance?”
Most companies have horribly weak value propositions and don’t realize how much that costs them. Nothing is worse than having worked hard and continuing to do so every day, such that you know you’re better than most of your competitors, and then not getting the credit you deserve for doing something better.