The Cistek Group - Value Proposition Development and Value Seller Training

How To Be Nice To Nasty Customers

After completing his soliloquy of how we had disappointed and failed Bill then turned to me. I started by saying 'I apologize on behalf . . .' but was abruptly interrupted by Bill’s booming voice. 'BEING SORRY ISN'T GOOD ENOUGH *&^%$#@'. After an almost imperceptible nod by Bill his team started piling on with raised voices conveying indignation's and invectives that questioned my company's integrity, our ability to execute, and I believe my mother's choice of footwear . . . . <COMPLETE ARTICLE>

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This recession necessitates increased selling skills to demonstrate and quantify the value of your offering.

Value Proposition For Value Selling Training. When faced with budget cuts, the weakest managers I have known (and I have known quite a few) always tried to preserve headcount by cutting non-personnel costs such as travel, materials, and even training. While this might be a natural inclination since capacity might be directly proportional to headcount and it while it even has some altruistic appeal, it meant that they were left with the largest unempowereed workforce their budget could handle. . .

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