Posts Tagged ‘Differentiation’
Losing the Negotiation Before It Starts
Sales people seem to be obsessed with negotiation. They read books, they take all sorts of classes, they strategize “negotiation” sessions. Oddly, when I push on the negotiation issue, most negotiations that sales people focus on are about price.
Read More The Wrong Hero
If you want your marketing messages to translate into sales at premium prices, tell stories in which customers and prospects can experience the joy of your offerings—even if they haven’t tried them yet.
Read More Danger! Distraction Ahead!
We tend to move towards what we pay attention to. You don’t want to let your competitors determine your marketing strategy, and that’s exactly what’s going to happen if you spend too much time and energy keeping an eye on their activities.
Read More You’re Stuck in a Rut
Because of their small size, SME’s (small to medium size enterprises) have little regard for professional marketing. They draw their inspiration from the leaders in their categories.
Read More Understanding the Customer
Depending on the industry and nature of your business, your target market can be categorized very narrowly toward a specific type of individual or generally as a wide scope of the general population.
Read More How Do You Differentiate Yourself?
Data shows 53% of customer loyalty is a result of their personal experiences in the buying process. This means the value we, sales professionals, create in the buying process is critical to our ability to win.
Read More The Key to Personal Positioning
It’s no secret that businesses often change their marketing message depending on the audience they want to reach. I encourage you to capitalize on the concept of personal positioning today to accomplish your business goals. Here’s how.
Read More Of Price and Profits
How is it that businesses consistently fail to see the relationship between price and profits? What I suspect is that many businesses believe that it’s easier to compete on price than to differentiate.
Read More Want to Sell More Stuff? Raise Your Prices
Nearly every small business wants to sell more stuff— stuff being whatever your product or service is. After all, your business can’t survive if you aren’t selling stuff and generating revenue. But not all sales are the same, and selling the wrong way can ultimately hurt your small business.
Read More What is Your Brand?
Some say, “I don’t need a brand.” Well frankly, you have one whether you want one or not. Essentially, your brand is your reputation. Every touch point in your company has an impact on your brand.
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