value proposition

Can Your LOs Provide Prospects with 50 Reasons to Buy from Them?

In my sales training programs, one important exercise I’ve used is “50 Reasons Why People Should Buy from You.” When I ask LOs why prospects should do business with them, most students cannot come up with more than a handful of reasons — let alone 50. Once LOs move beyond the standard answers such as […]

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What Makes You Different from Other Originators?

Over the course of my career — as a salesperson, a sales manager, a senior executive and now, as a sales trainer — I’ve watched selling undergo dramatic changes. Prospecting is harder, competition is fiercer and closing is never a sure thing. One of the most monumental changes is that the balance of power has

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