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What Are You (Really) Selling?
It is every sales person's job to distinguish his or her products and services from those offered by the competition. And in a business world crowded with competitive offerings, an attempt to accomplish this by selling features and price most often fails. BMW makes cars, but they talk about (sell) performance and prestige! Volvo sells safety. What are you selling?

No Cost Value
No Cost Value (NCV) is the value your salespeople create for your customers' that requires little, if any, investment, other than - time, some creative thought, and a willingness to demonstrate a positive attitude.

Drive Higher Profit With Three Proven Pricing Tactics
As has been noted by leading analyst firms, such as McKinsey and Co. and A.T. Kearney, pricing is the quickest and the most efficient way to improve your bottom line. It has more leverage than cost cutting, traditional business process improvement and any effort to increase your sales volume. It is also an area that relatively few companies focus on. Thus, excellence in pricing gives you a strong competitive advantage.
Meeting with people- Take Turns Talking About Your Business
Two weeks ago, I started talking about an important part of your Marketing and Branding Strategy, which is to meet with people, usually one-on-one.
Meeting with People
An important part of your Marketing and Branding Strategy is to meet with people, usually one-on-one.

How Public Relations Can Help Your Business
If you think public relations is only for big companies, think again. Public relations is a tool that any company should use to grow and differentiate itself from its competitors.

Marketing to Your Customer Types
Marketing to your customer types is the key to attracting clients at various stages of development. This article discusses how to effectively market to your suspects, prospects, first-time customers and Repeat Buyers.
How to Build a "Value Sales Ladder" Customers Will Buy Into
The Value Sales Ladder is a visual representation of a company's entire menu of product or service offerings. It demonstrates how customers are brought into the sales process, where they stand at any given moment, and how the company increases clients' commitment over time.

Your Path to Effective Service Selling
Selling services is far different than selling products, and for reps who want to be successful at "service selling", it's imperative to understand where the differences exist.
The Subtleties of Selling Services and How to Recognize Them
My company has the opportunity to work with a number of outstanding sales professionals who are excellent at selling products. They understand the sales process and excel at getting customers to buy specific products and solutions. Many companies hire these superstars thinking they will help their services business skyrocket at the same pace the product sales would.
Ready, Fire, Aim May Not Work in the “New Economy”
Has the economy affected you? It might be how you are developing products and services and getting them to market. The old ways aren't working in the "new economy." This article gives you a way to be a successful entrepreneur right now.
The Importance of On Demand Customer Service
I am constantly amazed by the fact that some companies don’t bother to respond to website information requests…acknowledge voice mails…reply to emails, etc. It’s safe to say that being totally ignored represents the extreme end of the (bad) service spectrum and very few will argue that “indifference” is not a good customer service strategy. But what constitutes reasonable or excellent service in today’s marketplace? Are consumers more demanding today than in the past?
ArticleMarketing: Building Your Brand and Boosting Web Traffic
Examines the advantages of promoting businesses with by-lined print articles and on the web.
The You Can Tell If A New Hire Will Succeed In The First Two Months Myth
Most companies set arbitrary sales success time periods at about two and no more than three months. Big mistake!

5 Easy Ways to Make Your About Us Page More About Your Customers
For many sites, visitors that find their way to your About Us page tend to have a somewhat higher conversion rate than those that don’t. Potential customers that do visit this page are showing a bit more than a casual interest in what your site has to offer and are looking for additional signals of trust. The About Us page can play an important functional role in the process of providing visitors comfort and assurances in your company and your ability to meet their needs. Here you can provide specific information that visitors both expect to find and that will help them feel "safe" with the offerings you provide.
Conclusion - Microfinance: A Platform for Social Change
We firmly believe that an integrated approach to servicing clients can enhance microfinance’s effectiveness as a poverty alleviation tool.
Value Based Selling
Not every sales professional understands the importance of selling value rather than price. This article makes the case for value based selling.

Other service offerings Related Articles

Evaluating Franchise Systems
This article will examine some of the legal and business counselling issues presented when evaluating franchise offerings and counselling prospective franchisees. These articles are intended to provide an overview to the practitioner who does not regularly practice franchise law or is unfamiliar with regulations concerning the offering, sale and franchise relationships in the states at issue. Should specific issues arise relating to franchise law, we strongly urge our readers who do not concentrate their practices in franchise law to seek out competent co-counsel familiar with the crazy quilt of state regulation that may affect the structuring of these franchise offerings. peter macrae dillon Siskinds franchise franchisor franchising lawyer attorney Toronto Ontario Canada www.franchiselaw.ca
Extending Your Social Network via LinkedIn
Social networking has been hot for some time with sites such as MySpace, Facebook, and Friendster attracting a lot of visitors and interaction that has attracted the attention of larger companies looking to expand their product offerings along with boosting revenue growth. Today, we'll look at a business networking site that can extend your reach beyond your wildest dreams provided you put a little effort into it: LinkedIn. Let's look at some ways to go about using the service effectively.

How to Build a "Value Sales Ladder" Customers Will Buy Into
The Value Sales Ladder is a visual representation of a company's entire menu of product or service offerings. It demonstrates how customers are brought into the sales process, where they stand at any given moment, and how the company increases clients' commitment over time.

Expansion Plans
If you have a service or product based business you have the opportunity to expand sales within your customer base without adding new customers. Many times customers seek a supplier for a specific product or service and are completely unaware of other offerings from your company. There is also a chance that your customers are buying products from your competitors that you can provide them.

Exceeding customers’ expectations?
If I hear "Oh let's exceed our customers' expectations" one more time I will scream. Usually my response is: ‘Why don't we just meet their expectations in the first place?' Too many times the marketing hype (the promise) does not always connect with the sales expectation set up by the sales team, which doesn't always translate into a service experience we were promised in the first place. We are often left disappointed, jaded and, if it happens more than once, cynical. Too many of us have stories of where we have been let down by businesses not fulfilling our expectations. We see broken promises, exaggerated claims, hollow offerings, no real value!
PR Lessons from the Delphic Oracle
If the ancients could create a powerful legend out of nothing, can’t your organization do something similar with its substantive offerings?
Changing the Face of Personal Communications
It's almost impossible to go out and buy a plain old mobile phone anymore. We threw tons of features/capabilities on them. We changed them from utilitarian to dress accessories...statements of who we are and our importance. But it took the guy on Infinity Circle to really change the keypad and screen. Oh sure the iPhone is sleek and incorporates so many service capabilities (wonder why your cellphone bill got HUGE?). At Apple's WWDC (developer's conference)Steve will once again strolled onto the stage with a clean black mock turtle on and show us his next insanely great offerings. Including the 3G iPhone (probably). Neat thing is that all of his offerings -- even those that stumble -- will all

Emotional Marketing, Part Two
In another article I talked about Emotional Marketing. I concluded it by saying that once the prospect has indicated an interest in what you do, that it wasn't the moment to pitch your service or outline all your product offerings. In fact, it's not even time to try for an appointment. In this article, I'll talk about the next step.
YOU GET WHAT YOU GIVE-Warren Buffet Business Principle # 10
Of all the business principles that are promulgated over at Berkshire Hathaway, this one can have the greatest appeal and application for business entrepreneurs, large and small corporation contemplating a public offering as well as the start up company developing its business principles. Business Principle # 10 invokes the golden rule of business and the bottom line that giving business value can be done in varying relationships to getting business value for exchanges and sales, stock offerings, stock options and public offerings.
Learn How to Name the Children to Be No 1 on Google
Avoid using Product IDs or SKUs as a way of coding your product or service offerings because the search engines will get flustered, suggests Mike Farrell with aspenIbiz. Read this short post as it will reveal that naming products and or services using keywords is necessary for your business to be No 1 on Google.

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