Positioning Value

Episodes

1. 8

   Positioning Value - Introduction

   Introduction by Nick Miller, Clarity Advantage president.

   Dec 6, 2011

   0m
2. 7

   Do Not Confuse Effort with Results

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

   Dec 6, 2011

   2m
3. 6

   Earthquake Impact

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

   Dec 6, 2011

   3m
4. 5

   Follow the Steps

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

   Dec 6, 2011

   4m
5. 4

   Positioning Personal Value

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

   Dec 6, 2011

   4m
6. 3

   Problem First

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

   Dec 6, 2011

   4m
7. 2

   Say Value to Sell Value

   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.

   Dec 6, 2011

   3m
8. 1

   The Strengths We Have

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

   Dec 6, 2011

   3m