OPUSBOB’s Latest Videos
-
-
7 Tips for Breaking the 80/20 Rule
12 September, 2018 -
The Worst Example We Know of Abusing Profile Data
08 August, 2018 -
The one thing you NEVER want to say to your sales team
13 June, 2018 -
Do you have the right personality to be in sales?
16 May, 2018
John Moranz
Posted at 14:18h, 13 JanuarySo true Bob…today’s sales is ALL about the value that the salesperson brings to the prospect/client. One has to know the true priorities of the prospect in order to verbalize the value of their goods or service. This is the only way today to keep from becoming a commodity and competing on price (the kiss of death!!). Thanks for the reminder…
Jon Freeman
Posted at 15:37h, 13 JanuaryFeature, function, benefit still exists. The trouble is that it’s all in the benefit now. One must know how to show clients how to realize the benefits. Deriving benefits is different for each customer, but as a salesperson who sees many customers, they learn the motions needed in order to gain the most benefit from the solution. I tell reps they have a special professional power with each prospect, they know how people buy and implement. This is what companies don’t explain, most of the time at least. Thanks as always Bob!