May 19, 2022

Our attention spans are broken, and if you're selling in this environment you need to focus in value, but what is that? How each buyer defines value can be very different. 

• Ask what information would be helpful
• What are your competitors doing?
• 5 levels of value
  • Informative value
  • Fundamental value
  • Unique...

May 11, 2022

It can be difficult to get a buyers attention. People are distracted, working at home, having back-to-back-to-back Zoom meetings and the list goes on! You need to have something of value to say and use a system you can repeat.

• Create a BAT
• What does your buyer value
• Making connections
• Make it repeatable 

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For more...

May 3, 2022

When it comes to selling, at what point should you be moving into a virtual conversation as opposed to having an in-person face-to-face meeting?

• Is what you are selling commoditized? 
• Is your product or service complex?
• Strategies for virtual meetings

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