A unique selling proposition, or USP, is one of the most important components of any business. To be successful, you need to make sure your target customers know what makes you different from your competitors, as well as how your products and services can benefit them in specific ways that they can’t get anywhere else. … Read more
What is your unique selling proposition? Do you have one? When asked, business owners often say, “Great service, fair price, and we do what we say we’re going to do.” While that’s a fine place to start, your USP should translate features into benefits. It needs to answer this question from your prospect: “Why should … Read more
Part of my job is to get on the calendars of dozens of business owners every month. This usually requires getting through one or more gatekeepers which is where most sales people are stopped. How I am able to make it past those gatekeepers and get time with the decision makers is by quickly building … Read more
When I am giving some advice or helping out a client regarding their sales process, I often ask them how good their team is at listening. All too often, the owner or manager I am speaking with will be caught off guard and even wonder why I would ask such a question when I’m supposed … Read more
I have spent decades working with sales teams and I have made tens of thousands of cold calls. Throughout these years of experience, I have found that there are several things that stop people from making the cold calls necessary to grow their overall sales numbers. Today I want to share with you my top … Read more
