Adding Value is Not An Option…

…adding value is the ONLY option. It’s intuitive to most that sales people we need to add value on every sales call and in every interaction with a customer or prospect.  We’ve got to be: Solving Educating Providing Helping Guiding Or any other combination of acts of service to our customers and prospects. What wasn’t at first intuitive to me […]

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The Next Generation Beyond Consultative Sellers

Two great minds in the building materials industry are Mark Mitchell, the principal of Whizard Strategy, and Devon Tilly, creator of The Art of Construction podcast.  They drive the same theme when it comes to the selling expertise and behavior needed today. Both write or podcast on the value of the “Trusted Advisor” as opposed to a “sales rep.” You can check out […]

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