Unique Offering

Is Keeping Your Promise Obsolete?

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David and I were working to strengthen his company’s unique offering, the distinctive value proposition his company “owns” in the marketplace, when I asked: “When you propose a solution, you are making a promise to your customer. Do you understand the emotional bond created when you call it a promise?” “A promise?” he replied. “That’s a really jaded word these days. It sounds outdated or obsolete. Does anyone actually believe in promises much less use the word? “Promise” …

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Compelling First Impressions – 3 Steps in 3 Minutes

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Never underestimate the power of first impressions. Your first three minutes with a new prospect is your opportunity to put your prospect at ease and gain insights into his or her thinking. The approach you use can begin building trust or destroy the new opportunity. The opening of your first visit with a new prospect is about establishing rapport as a foundation for building trust and confidence. Connect with the person before talking about business. …

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Is Your Order Conversion Ratio Too Low?

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“Where Are The Orders?” “Why aren’t we converting more of our quotes?  Our biggest investment last year is failing…I’m concerned.”Last year, Sam’s company launched a new product that they were convinced was a winner.  But after six months of losing more orders than they were winning, Sam’s frustration is peaked and his team is discouraged. The new product was developed with customer input and has the potential to produce unique benefits for their customers.  But …

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