How To Expand Your Value

Often, we get so myopic in our view of our customer relationships, we totally miss added value we can bring to that relationship.

Bryan talks about a sales deal where his client took a different approach–and created a long term partner. PLUS, that client avoided the ‘commodity element’ of most traditional customers where they put pressure on you for reduced price.

**If you’re a sales manager, this is a great topic for your next sales meeting.

Also mentioned in this podcast:

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How To Talk ‘Money’ In The Sales Process

In this episode, Bill and Bryan address the ever-emotional topic of money. Many facets to money like:

  1. Cost of problem
  2. Money in customer budget
  3. Money they’re willing to spend to change
  4. Your belief in your own value

They have addressed this recently in the area of “positioning.” How you are positioned will determine the fees you command.

Also mentioned in this podcast: