Selling

Techniques to improve lead generation, client engagement & sales effectiveness

August 25, 2014

What really is Client Engagement?

Everyone talks about ‘engage with your clients’ but what does that really mean? Repeated interactions that strengthen the emotional, psychological or physical investment a customer has with your brand . . . therefore increasing brand loyalty. Well that’s a mouthful! It just means keep your clients interested in what you have to say or offer, […]

Client engagement, General, Selling
August 25, 2014

Client Engagement vs. Selling

There is the perception that selling is just for sales people. Well, sorry to disillusion you, but anyone, no matter their job role, if they have client interaction, they are in sales! Every human being, every day, is selling something, whether it’s an idea to a colleague, convincing your spouse or children to do something, […]

Client engagement, General, Selling
December 30, 2010

A blend of push/pull marketing tactics

Successful marketing campaigns use a blend of both PUSH dynamics (business you pursue) and PULL dynamics (business you attract), and successful sales campaigns include a blend of offensive and defensive selling initiatives. Offensive selling pursues new business while defensive selling is protects and grows existing business. Value added salespeople invest sales time in both strategies. […]

General, Selling
December 30, 2010

A 3-dimensional approach to selling

Value add salespeople always assume that the sale is NOT generic, and sell on the product, the company AND themselves. This 3D approach means that the same product from the same company can look like 2 different solutions when sold by 2 different sales people. Therefore, with VAS there can be no generic sale, as […]

General, Selling
December 30, 2010

Value added selling is more than a cliché

The phrase “we give added value” seems to be the latest buzz phrase, but when asked “what do you mean” most business owners or employees have no idea how to articulate added value to their clients. Most companies think this means price, or giving a discount, or offering good service. Value added selling is more […]

General, Selling
December 30, 2010

Over meet client expectations

The concept of value-added selling has been a popular one for a number of years. There was a time, not so long ago that when you paid a premium price to stay in 5 star hotel , you received a chocolate on your pillow, had the sheets turned down, exceptional service and a concierge at […]

General, Selling