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Of Course It's For Sale
What would you say if someone offered to buy your business? Do you know what it's worth to you? Do you know what it's worth to someone else?

Cracked eggs don’t hatch!

Great organisations are predicated on highly satisfied, totally committed customers who want appropriate quality and a fair price for the goods or services they buy. These customers, as long as they can see that they are receiving value for money, are perfectly happy for their supplier to make good profits – they want to know that the supplier will be there in the future. It’s the marginal customers for whom price is a key determining factor. What happens when there are systems issues that work against good customer service?

How to Make Money & Double Your Income in 90 Days
A very rich man once told me that it’s not all about the money. My response was “that’s easy for you to say. You have the money.” He then went on to explain the difference between value and money. Before we get into that, let me explain:

High Fliers and Low Bidders
If price were the deciding factor in procurement, sales would be simpler and quicker. But it’s more complex than that.

Learn how to delegate tasks in your business

In order to have a good business you need to learn how to delegate tasks to your employees. Delegation is one of the hardest things for business owners to do - the thought of relinquishing control and allowing someone to do your work is out of the questions - surely? In fact it is not hard at all and is one of the best things you can do in business. There is a saying that even if your employees do things at least 80% as good as you do then this is better than you doing it 100% right. Take a look at your work for the following week and decide on which day you want to take off every week and then stick to that. Then take a look at the tasks you would need to delegate from your work load so that things will not fall behind because you are now only there for 4 days instead of 5 (don't tell me you work 7 days or even 6 days)...

Is Life Fair?
Life surely seemed fair when we were on a roll.

Twisten Carefully
Saying Twitter has little great info is like saying television has nothing but sports and reality TV.

Will Your Talented Employees Stay

We are at the end of three years of an employers’ market. Lack of job opportunities has kept employees who might want to leave for greener pastures and those who are dissatisfied with jobs, bosses, or their work environment put. Even in industries that traditionally experience high employee turnover, there has been little movement. Because people have had nowhere to go even when they have wanted to, leaders have not had to “Love them or lose them.” It has been easy to, “Use them and they will stay anyway.”

Return on Investment

How do we measure return on investment for people at any level in any organisation? I think that it comes down to the question of “What value does this person add?” With established operations, when I am looking at the organisation structure, I have one request that invariably causes problems. It’s a simple: “Please tell me exactly what the people answering to you do; and then tell me what you do that justifies your position.”

5 Proven Strategies to Grow Your Association's Membership
In many cases, education can be provided without a community setting. You have no control where members get their education, but you can control the dynamics of the community they belong to.

Tapping the System
Fighting adrenal fatigue

Value is What Value Does
value is the intersection of drive, talent and need

It's All About Value
Cost plus pricing, the method of pricing where a business adds on a specific amount over the cost of their products and services to give themselves a profit margin and to ensure all costs are covered. It is easy to implement and the most used method of pricing in the business world today. It is also a hugely flawed methodology

All Customers Care About Is Price?

"If you find a price lower than ours, we will beat it by 10%" "Lowest price guarantee" "Lowest price guaranteed" " Lowest Price promise" You see these price advertisements everywhere, nowadays there is a laser focus on low price. For some businesses and companies lowest price has become their only competitive weapon in their marketplace, and not just because the economy is bad, but because it's the easiest way out. It is, however, also the least profitable way of doing business.

It's As Easy As Good, Better, Best!

When you start to look at implementing value pricing in your business, you will undoubtedly try to find the perfect price for each of your products and services. That price which will extract the maximum profit from your customers. However, early on into the process you are going to realise the following truth, different people will place different values on what you sell, and because of this they will pay different prices.

Scarcity And The Next Best Alternative

Pricing in essence is all about looking at your customers next best alternative. What does that mean? Simply, in order to set your value based prices, you need to know what alternative options your customers have. If you are selling a service or item that is common place and easy to get hold of, that means your customers have a lot of alternatives rather than buying from you which in turn will dictate your pricing level, if you are selling something that is hard to get hold of that means your customers will have very little alternatives to buy other than from you.

How do you make your company competitive
To be competitive, you need an advantage over the other players in your markets - a better product/service or a better way of getting it to the customer.

The Eight Sales Dysfunctions of a Salesperson

If you're like most companies getting fewer opportunities to create sales this year, you need to pay attention to all wins AND all losses in your sales efforts! There are specific things being done by salespeople every day that create the LOSS of sales and the LOSS of customers. Are you sure you and/or your salespeople are NOT doing these? It’s challenging enough in the marketplace today gaining new business from existing customers and gaining the trust of new customers to take a chance with you. The current state of the economy is driving fear and uncertainty which is driving decisions to new places in the organization. Those decisions are being made slower than ever and often times, by committees. On top of that, the competition is doing crazy things, dropping prices and trimming margins to all-time lows.

Top Value Brands (Part 1 of 2)
A recent study listed the "top value" brands. This three part series explores from a marketing perspective that which will help other businesses learn to be successful by delivering this notion of "value."

Lead versus Lag; Future versus Past
Businesses are often encouraged to have an array of Key Performance Indicators (KPI’s) to ascertain how they are progressing. Steve sees KPI’s as important, but also encourages businesses to widen their scope. He discusses the difference between lag and lead indicators and how we might drive and build future value within the business.

Is a climate of perpetual discounting limiting choice and eroding our quality of life?

Gerry Harvey, (Harvey Norman) was recently bemoaning the culture of discounting in our retail sector. He was saying that retailers had lost the plot and didn’t know how to sell real value anymore. He said they had fallen foul of a culture of constant discounting as the only way to attract customers, which was tantamount to business disaster and a degradation of the retail sector. I happen to agree with Gerry in this instance. He went further by saying that retailers were failing to find out what customers really wanted and what they really valued. He said retailers weren’t offering choice – a range of options of different value and therefore were not selling.

We want more than a script

Hundreds of thousands, if not millions of sales people around the world use sales scripts. Used properly, sales scripts act as scaffolding or bridgework to earn us the right to have a meaningful discussion with our prospecting customers, members, donors or subscribers. The sales script is a well constructed set of guidelines that support us when we prospect. Good sales scripts: * are purposeful – have a clear reason why you are calling someone; * use language the customer understands; * are designed for the benefit of the listener with it always being “the prospects choice” to accept or reject what they hear; * are brief and allow for questions and conversations; * aim to achieve a result – an appointment, donation, purchase, feedback, etc;

Effective Managers Understand Psychology
Novice managers often struggle to get the best out of their people because they labor under a one-dimensional view of what motivates their employees. In this article, Leslie Allan illustrates how a little psychology can return huge dividends.

Ready. Set. Check!
Only when we continuously and consciously shift our perspectives - from Gravity to Growth, from Known to New - will we reach for and attain sustainable growth.

Are you ready for Sustainable Selling?
With the green agenda comes Sustainable Selling. More and more questions are being asked by many about how we can best manage this relationship now and for future generations? I recently attended and spoke at the 6th CIPS Australasia Annual Conference (peak industry body for the Procurement Profession) where Sustainability was well and truly on the agenda.

Price is what you pay. Value is what you get.

I recently had the pleasure of attending and speaking at the 6th CIPS Australasia Annual Conference for the procurement profession. It was my third invitation to speak at a CIPSA event in my capacity as a professional representing the sales profession. The theme for this conference was â€˜Managing Volatilityâ€™. A key message I gleaned from the conference was Value Management rather than the narrow band width of Cost Management.

What Does Your Customer Really Value?
As a salesperson once you learn what the customer’s value expectations are, you will do more than just close the sale...

Your Value to Society, the World, the Cosmos.
The value you have of yourself & what you are putting out to the world is more important than people seem to imagine.

2011 Business Growth Strategies #2: Be Distinct & Compelling
We all nod our heads when someone talks about the need to deliver distinct, compelling value to our markets. We just assume that our value is as distinct and compelling as it was last year, or the year before - or whenever we were initially successful with it. But is our value really distinct? And if it is distinct - is it compelling to our markets?

Dancing With the Stars
Why it Takes Two to Tango in Medical Sales

A Box Full of Stuff

All of us go through those seemingly insignificant points in life that, in retrospect, are turning points. I remember the day that our family came to the decision that my grandfather could no longer live in his house alone, but would need to move into a retirement center. He was well into his 90s and had called that house his home for over 60 years. It was full of trinkets, mementos, personal treasures, and memories.

You are Priceless
Find the you that you truly want to be, the you of abundance and hope and not the you of separation and lack.

Are You Selling to Customers or Clients Know the Difference to Succeed as a Consultative Seller
How do you refer to the people you represent? Are they "clients" or "customers"? Or, perhaps you struggle with what you call them, and bounce back and forth from one term to the other, depending on what comes to mind first.

Keeping Clients Happy in Hard Times
We all face difficult times at some point. When problems come our way we can become so occupied "fighting the fires" that we forget our clients in the process.

Red Hot
I'm sure you believe that everyone has something of value to contribute... perhaps a thought, a suggestion, or a vision. That one of the best ways to determine if you're headed on the right path is to bounce ideas off others, or that a successful business owner knows that a multi-faceted team is the best source for continued growth?

10 Reasons To Partner Up In Business
Build your business by creating strategic partnerships and alliances

Selling a Price Increase: Is There a Good Time?
As you become more confident in your pricing your efforts are better spent on showing your customer how the value of your product or service meets their needs & desires.

Business Focus – Leading One Thing At A Time
Running a business is about leadership. Only you can mind and mine your own business as clearly as you can envision the future of your business.

Values, Valued, and Value

Do you live your values? Are they written on your heart? Do you know and measure how your values are lived? Do you value yourself and everything uniquely remarkable that you bring to the world? We cannot truly value others until we really and honestly value the one-of-kind beings that we are. Does your organization really provide value? What would you be paid if your customers/clients could decide your value?

What is Your Customer's Price Tolerance Ratio?
You must begin determining the customer’s Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...

Why You Absolutely Do Need PR To Succeed

Whether you want to launch a PR campaign for your company or not, you owe it to your business, so do it. If you’re going to spend time, money, blood, sweat and tears launching your service or your product, it makes no sense not to do everything you can to effectively market your company and reach your target market. If you’re running a small business, you don’t have the marketing arm of an Apple, or IBM or GM to do your promotional work for you. You’re either trying to handle your marketing in house, or you’ve brought on a PR firm or media relations consultant to handle your marketing for you. However you’re approaching it, you need to be truly media savvy to be effective and reach your customers, prospects and clients.

Working the Angles
Predictable can be safe, but boring. In the fastidious and fickle-minded world that we live in, consumers want to do more with less, preferring convenience with lower risk. However, this may lead to depreciation in value. More customers will be asking the question: What makes you different from others? How can you make the difference in our business?

Enhancing Your Value: Staying Employable in the 2010’s
A look at job advertisements may be a startling revelation: How is this New Economy everyone is talking about going to impact us? Armed with an arsenal of digital equipment, how will we brave the new world order that is driven by compression technology and information overload, and assured by a false sense of virtual communication?

The Top 10 Reasons Why Salespeople BLOW Sales!

This month, I find myself taking inventory of some of the things that I have learned throughout the year in my various projects and engagements with sales teams and business leaders. As many of you know, I do a lot of training on "Top 10" lists in my teleseminars and live events. In these, I often identify and explain the Top 10 things that Top Sales Professionals do in specific areas to constantly and consistently win business. In my observations over the past year I have seen many reasons why salespeople (and thus the companies for which they work) have lost a sale. I have also interviewed many companies after my clients presented to discover why we lost. In this article, I thought I would share the Top 10 Reasons Why Salespeople Blow It!

Life-long Learning: Your Key to Employability
Professional speaker, Connie Podesta, tells audiences the secrets to getting employed, and the major role learning plays in the process.

Uniqueness Can Add Tremendous Value to You and Your Business
Adding value, from a business standpoint, is supposed to be all about giving more to your customers, putting more into your products, and increasing and/or improving your services. Done properly you would think a well-tooled business should be able to beat the competition, increase market share, and increase profits. But, that is not always the case...

Are You Struggling With Your Pricing?
When you’re a heart-centered CEO you want your customers to feel like they received great value from your products and services, but you also need to put a roof over your head. I’m going to tell you right now, the only one who knows what the best model to use for your pricing is you. I’ll prove it right here and now.

Do You Allow Yourself To Be Intimidated?
People don\'t intimidate you. You allow yourself to be intimidated by people. There\'s a distinct difference. And it all boils down to the assumptions you make about what they are thinking, most of which are untrue and born from self-doubt. Are you ready to leave the doubt behind and give up ever being intimidated again?

What is the value of your network or how much value do you provide?
People want to know why they should have a relationship with you. Can you tell them?

Want the Courage To Reveal the Real You?
In Zen Buddhism they speak of living with one\'s \"original face.\" One of the greatest challenges we all face is to be ourselves, to have authenticity, to show your real you. Do you have the courage to be yourself?

Why Your Customer Doesn\'t Like Your Price
The one and only reason your customer doesn't like your price is because they have failed to see enough value in what you are offering to warrant paying the price.

Under Valued: 5 Ways to Protect Yourself From Unreasonable Customers
Do your clients appreciate what you do? Do they they value the products and services you provide. If you answered yes, then consider yourself one of the lucky ones. But for the rest, here's some tips on how to deal with those that do not always see you as special, unique, or innovative.

I need more money but…………..

Here's a reader question - and a very common one I might add: Dan, like many of your readers/ listeners, I stuck am in a rut. My employer is rearranging schedules and cutting back on pay. I’m earning less than almost anyone I know here and now that's about to be cut back. I know I can do more, but I've been doing the same thing for so long I don't know what my skills are or where to start. I don't even know what my passions are. How can I figure out what is my true calling is?

What's Your Value Proposition?
It is one thing to propose value to a client, and perhaps they may buy from you, a vendor. But to become a partner you have to become a source of vale, to do that you have to mutually build it with your client.

Stop Living on the Breadcrumbs Leftover After Expenses
I used to accept the breadcrumbs. I thought that everyone else should get the money before I did if I were being a responsible business owner. Now I know better. Paying yourself last is just a practice (sometimes hard to break) that will never grow your business.

ROI With Teeth
Many sales reps today rely to heavily on ROI based selling. The concept being that if one can show a company or individual a return on their invested dollars within a reasonable time frame, there should be no reason why an average sane buyer would not buy what they are selling. However, all too often these ROI calculation is too vendor centric, and fail to engage the prospect.

CFO vs. Controller: Understanding the Differences

There are two primary types of financial leadership within top organizations: the CFO and the Controller. Many growing organizations do not have a clear understanding of the two positions, often overlooking the value that a CFO could bring to their business. To determine what level of financial leadership an organization requires, a Controller and/or CFO, it is first important to decipher the differences between the two roles.

Working With A Value Focus
We've all been there. It's the end of the day. Your schedule was jam-packed. You crossed 27 things off your to-do list. And still, you have that nagging feeling that the whole day slipped by before you got the chance to really accomplish anything at all. Being busy is one thing. Being productive is something else.

The Cost of Loss
When your life is led by the fear of loss your capacity for experiencing all the joy, happiness and success that is yours by right is severely limited.

One Word to Improve Service and Profits
The word “easier” can improve your service and your profits. If you make life easier you can not only increase your popularity with the customer but often he or she will be willing to pay extra for it.

Would you hire this person?

This addresses a pet peeve of mine. And that’s the “Objective” on resumes. Here is a recent example on a resume submitted for my review: “To support the growth and profitability of an organization that provides challenge, encourages advancement, and rewards achievement with the opportunity to utilize my experience, skills, and proven abilities.” Sounds great – would you like to hire this person? But what do you know about this person? Is he/she a candidate for flipping hamburgers or for a CEO position? Does he have skills in supervising, organizing, planning, selling, marketing, etc? Is she proficient in any computer skills? We don’t know. This “Objective” tells us absolutely nothing about the person. It was a total waste of time on the applicant’s part.

Build Value in Every Transaction: The One Red Paper Clip Story
Every sale boils down to this simple principle. Don't worry about the competition. Forget about building rapport. Ditch all those closing techniques. If you've got a $20 widget, your customer is asking this question, "Is that worth more to me than the $20 bill in my wallet?" You've got to get them to say, "Yes".

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