The Rules of Value Selling Have Changed!

Posted by on Oct 16, 2012 in Sales Techniques, Value Based Selling | Comments Off

Value Selling requires a new set of sales activities for your prospects and customers. No longer can we just look at creating Value from our products or services months or years after the deal is done. To get the order in the first place, you’ve got to be adding value way before a PO is raised and a vendor selected. Find out how...

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Consultative Selling in Dubai

Posted by on Apr 30, 2012 in Value Based Selling | Comments Off

Mike Willshare and I have just arrived back from 5 days in Dubai, where we presented SERIOUS™ Selling to some of Cisco’s key partners in the region to improve their Consultative Selling Skills. Value and Consultative based selling is key when selling technology so you can demonstrate the value of an investment to your customer’s business. Differentiation is also key, especially if...

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