Jill Konrath makes one unbelievable point

To date I have not posted from another blog. The reason is not important, but for the first time I was compelled to send my readers to another brilliant mentor. Here is the start of her post, and I insist you go read the rest.

Beyond Value: How to Become Invaluable to Your Customers

As sellers, we’re continually told to sell value and to let our prospects know about all of our value-added services. After all, that’s how we’re going to win the sales. Right?
Not necessarily. Value is relative. It’s in the eye of the beholder. So much depends on how the decision makers you’re dealing with perceive “value.” And even then, selling “value” may be totally ineffective – or not enough to make the difference.
To be successful in today’s business environment, you may need to become invaluable to your customers.

Basically customers can be segmented into three different types based on their perceptions of value and what you can do to increase your sales effectiveness when working with them.

Continue reading “Beyond Value: How to Become Invaluable to Your Customers” »

Jill Konrath, author of Selling to Big Companies, helps sellers crack into corporate accounts, shorten sales cycles and win big contracts. She is a frequent speaker at national sales meetings and association events. For more articles like this, visit http://www.SellingtoBigCompanies.com . Get a BONUS Sales Call Planning Guide ($19.95 value) when you sign up for the Selling to Big Companies e-newsletter.

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