Posts Tagged ‘messaging’

Why You Should Focus on Differentiation

We all want to stand out. Our businesses need to stand out. It is not enough to be good at something, for a business to be successful it must have its own special approach and skills. What is Differentiation Differentiation is the process by which you make a product or service distinct from the competition.…

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How to Understand Sales Jargon

Nobody likes a conversation full of buzzwords. Do your clients and colleagues a favor and forego the sales jargon along with the industry jargon. What is Sales Jargon As we are focusing on your customers in this series, let’s look specifically at the sales jargon people use when speaking with prospects. There are so many…

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How to Understand Your Jargon

To recap: the first step to problem solving selling – and better conversations with your prospects in general – is to remove industry jargon from your talking points. What is Jargon Some of these terms are easy, but others are less obvious. There are some perfectly common and everyday words that – when used within…

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Consultant Corner – Three Words You Want to Avoid

When you talk about what you solve versus what you sell, the words you use, matter. From the latest Consultant’s Corner on the FTT YouTube website: here are three words weaken your marketing scripts and pitches. Here are ways to avoid them and be specific about what you do. See the full channel on YouTube.

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What you Sell vs What you Solve

Once you start thinking about Problem Solving rather than Product Selling, your focus shifts to your client’s needs. How can you make this shift in your own business? Contact me for a Training Session. 

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Problem Solving Sales

This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…

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Are Objections Harming My Business? Part 2

Yesterday we examined a couple of situations in which a business owner believes he or she is not encountering objections in their business. Today, let’s look at a few more situations, where said business owner is aware of a sales problem, though perhaps not the specific role objections can play. I have dozens of sales…

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Professional Patois – Touch Base Offline

I examined the use and meaning of “Touch Base” in my previous Professional Patois post. It is, of course, common to have meetings electronically and as a consequence, to touch base offline has come to mean a short follow up meeting, in person, usually between just two (or a smaller group of) the participants. The…

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Professional Patois – Value-Add

Value-Add “What is the value-add” simply means, how is this better than what came before. You may hear this when pitching a new idea to your management team; their immediate interest will be to know how this work would impact the bottom line. Unfortunately, it doesn’t help give employees much direction. It is even more…

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Nobody Wants Your Product

What they want is the outcome you will produce. People do not buy a B2B product or service for fun, or to do their vendors a favor. They buy solutions to problems, they buy improvements to processes… in other words: they buy the effect a product or service produces for them. Regular readers of this…

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