{"id":848,"date":"2007-04-24T07:02:07","date_gmt":"2007-04-24T12:02:07","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/value-you-or-your-product\/"},"modified":"2007-04-24T07:02:10","modified_gmt":"2007-04-24T12:02:10","slug":"value-you-or-your-product","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/value-you-or-your-product\/","title":{"rendered":"Value &#8211; You Or Your Product?"},"content":{"rendered":"<p>Selling Power.com published an article entitled <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&amp;Layout_ID=632&amp;ARTid=2884&amp;nDate=April%2016,%202007\">Six Sins of Selling<\/a> that discusses modern changes in selling and sales people&#8217;s need to change and adapt to them. Certainly that statement is true, but item #2 especially caught my attention.<\/p>\n<blockquote><p><strong>Sales Sin #2: <em>Selling personality rather than value<\/em> <\/strong><br \/>\nCustomers will buy from people they like. There is no question about it. Today\u20ac\u2122s buyer, however, is much more sophisticated and has much more information at his or her disposal. The information revolution gives customers a global arsenal of data and an almost limitless number of options. In the past personality may have been your core value. Today it will deliver only a slight edge, all things being equal. Today, value almost always trumps relationship. Learn your product, and practice ways to effectively articulate your value.<\/p><\/blockquote>\n<p>I was going through some old training materials that were gathering dust in my office. I read through the notes I had made about the course and notes to myself on some things to try. The Selling Power article is right on. I&#8217;m afraid some of the techniques of old would fall flat today. It truly is about value.<\/p>\n<p>A good relationship brings value, but it is no longer a &#8220;primary&#8221; value to most buyers. It seems the ability to outline, explain and qualify the points of value to an individual prospect are far more important than how easy you are to get along with.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power.com published an article entitled Six Sins of Selling that discusses modern changes in selling and sales people&#8217;s need to change and adapt to them. Certainly that statement is true, but item #2 especially caught my attention. Sales Sin #2: Selling personality rather than value Customers will buy from people they like. There is no question about it. Today\u20ac\u2122s buyer, however, is much more sophisticated and has much more information at his or her disposal. The information revolution gives customers a global arsenal of data and an almost limitless number of options. In the past personality may have been your core value. Today it will deliver only a slight&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/04\/value-you-or-your-product\/\">Read More<\/a><\/p>\n","protected":false},"author":19,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[9],"tags":[],"class_list":["post-848","post","type-post","status-publish","format-standard","hentry","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-dG","jetpack-related-posts":[{"id":1610,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/one-source-value-proposition\/","url_meta":{"origin":848,"position":0},"title":"One Source Value Proposition","author":"Derrick Moe","date":"June 11, 2008","format":false,"excerpt":"I have been noticing a common value proposition from distribution companies - \"your one-stop shop for all things _________.\"\u00a0 Some of the sales reps for these companies use this value proposition as their main lever.\u00a0 I tell them this is a mistake. Here's why - the web changes everything about\u2026","rel":"","context":"In &quot;Marketing&quot;","block_context":{"text":"Marketing","link":"http:\/\/selectmetrix.com\/blogs\/category\/marketing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1953,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-downward-spiral-to-commoditization\/","url_meta":{"origin":848,"position":1},"title":"The Downward Spiral To Commoditization","author":"Derrick Moe","date":"March 16, 2009","format":false,"excerpt":"We\u2019re fans of Jeff Thull here at The Hire Sense and his latest article on the Salesopedia.com only supports our belief.\u00a0 Anyone who has been in sales longer than a day has seen a sea change in the customer relationship over the past couple of years.\u00a0 Rapid commoditization is a\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2265,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/02\/the-social-motivation\/","url_meta":{"origin":848,"position":2},"title":"The Social Motivation","author":"Derrick Moe","date":"February 5, 2010","format":false,"excerpt":"I have recently come across the Social motivation when assessing some sales candidates for a couple different customers and now I just heard a sales rep on the radio revealing his motivation.\u00a0 Here is what the salesperson said on the radio: I just met with a company yesterday who was\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":3194,"url":"http:\/\/selectmetrix.com\/blogs\/2016\/06\/collaboration-kills-commoditization\/","url_meta":{"origin":848,"position":3},"title":"Collaboration Kills Commoditization","author":"Derrick Moe","date":"June 2, 2016","format":false,"excerpt":"There is a trend developing in the sales world that has caught my eye over the past couple years.\u00a0 This Sales & Marketing Management article opens with a terrific summary of what I have experienced (emphasis mine): According to Harvard Business Review, \u201cTraditional sales methods are increasingly unproductive. In fact,\u2026","rel":"","context":"In &quot;Generations&quot;","block_context":{"text":"Generations","link":"http:\/\/selectmetrix.com\/blogs\/category\/generations\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/06\/Hammer-Egg.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":1017,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/selling-value-over-price\/","url_meta":{"origin":848,"position":4},"title":"Selling Value Over Price","author":"Derrick Moe","date":"June 20, 2007","format":false,"excerpt":"Many salespeople choke on money discussions when qualifying price with prospects.\u00a0 The easy move is to simply discount the price, but this is a slippery slope.\u00a0 The inherent perception of straight discounting is that your product or service is over priced to start.\u00a0 This perception metastasizes into a consistent challenging\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewritersellingvalueoverprice-747f10000.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":811,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-need-to-cross-sell-accounts\/","url_meta":{"origin":848,"position":5},"title":"The Need To Cross-Sell Accounts","author":"Derrick Moe","date":"April 9, 2007","format":false,"excerpt":"Team-based selling has become a dominant trend in the sales world due in large part to the information flowing through the Internet.\u00a0 Prospects expect knowledgeable salespeople to call upon them - the basic information they can (and probably have) learn from your website.\u00a0 ManageSmarter.com offers this article - Cross-Selling Takes\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/848","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/19"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=848"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/848\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=848"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=848"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=848"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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