Positioning Value

00:42 | Dec 6th, 2011

Introduction by Nick Miller, Clarity Advantage president.

02:50 | Dec 6th, 2011

In which we consider the advantages of presenting ourselves as our benefit rather than our job description or title.

03:36 | Dec 6th, 2011

In which we offer three ways to present your value proposition to clients and prospects.

04:13 | Dec 6th, 2011

In which we are reminded that selling value frequently requires us to follow the steps of our clients’ business processes.

04:40 | Dec 6th, 2011

In which we are reminded that sales representatives need to position their personal value more clearly, even more powerfully, than their company’s value.

04:17 | Dec 6th, 2011

In which we emphasize the importance of articulating the value of a solution before introducing the idea of a solution.

03:54 | Dec 6th, 2011

In which we are reminded that we have to communicate the value of our experience to our clients in order for them to get it.

03:21 | Dec 6th, 2011

In which we are reminded to sell the strengths we have rather than those we wish for.