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A chance to talk selling and communicate with the Sales & Business Marketing Program Students and Alumni at Western Michigan University as well as my clients at PartnerBuilding.
Your Blog Author
- eckertja
- I am an Associate Professor of Sales & Marketing at Western Michigan University and also owner of PartnerBuilding, a sales training firm.
Tip of the Week
Price Doesn't Matter!
OK, maybe it matters a bit, but only as it relates to value. Price represents the bulk of the costs in the Value = Benefits - Costs equation. However, price is not analogous to value. So, can you stop right now and name the three most significant benefits that your company/products can provide? And can you go further and name the product based and relationship/service based top three benefits? And lastly can you explain why these benefits make the value equation end in a positive level of value? If the answer to any of these questions is no, or only a weak yes, stop right now and get firm, positive answers to those questions. Your buyers will always be asking them whether they verbalize it or not. And if you can't answer these questions then your sale will be all about price.
Labels / Tags
As this blog grows you may want to search for certain themes so I have started to label/tag the posts, so far the labels include: SBM Program, Education, Career, Admin. As more become relevant I will add them
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- Post Graduation Homework
- Thoughts from Germany
- Lessons from Spring 2007 Semester
- Outstanding SBM Students
- Competing with that top producer - thoughts from A...
- Starting a topic.... don't wait for me
- National Collegiate Sales Competition (NCSC)
- Some SBM Program Survey Results
- Are you Trustworthy?TRUST: The belief that another...
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65 comments:
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