Positioning Value

A Little More Zip (Issue 581)

In which we are reminded to bring something new and tantalizing on our sales calls to engage our clients. Read more »

Reflections on Values and a Life (Issue 571)

In which we are reminded that we influence our clients through both the value of the solutions we offer and our personal values. My mother in law, Irene, would have been 97 years old this last March. She passed just after Christmas, 2011, falling a few months short of reaching one of the most eagerly … Read more »

The Subway Strategy (Issue 567)

In which we are reminded that the best way to attract prospects is to demonstrate our capabilities to them. Read more »

(Sometimes) It Isn’t Only About the Money (Issue 529)

In which we are reminded that our clients make decisions to change based on a broader set of factors than cost savings and that, sometimes, cost savings isn’t even first on the list. Read more »

Sell the Strengths (Issue 527)

In which we are reminded to sell the strengths we have rather than those we wish for. Read more »

What Will They Miss? (Issue 503)

In which we pause briefly to consider our personal value and value propositions – what people find most valuable about us. Read more »

Short and Cheerful (Issue 496)

In which  we discuss a “short and cheerful” format for distinguishing ourselves from the herd and positioning our value. Read more »

Connections That Can Be Trusted (Issue 493)

In which we discuss the power of referrals rather than magic words to secure appointments with prospects. In our neck of the woods, Harry Potter movies appear on various cable channels almost as frequently as “storm chaser” programs featuring lunatics who chase or who are chased by tornadoes. Read more »

Reasons to Meet (Issue 490)

In which we are reminded that we can generate reasons for prospects to pay attention to us when we approach. We’ve just received notice that a local “light opera” company is planning to perform the musical, The Music Man, in a few weeks time. Read more »

Follow the Steps (Issue 487)

In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes. Read more »