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Getting Crunchy with your Client Value
We often ‘think’ that we know the value we provide to our clients. Inevitably this becomes a list of things that we ‘think’ that we offer, of the products and services, of our interpretation of the features and benefits. I want to tell you why this misses the mark and what to do about it.
There are two key problems with this:
- It is from our perspective, and we (as the expert) understand so much more about the work that goes into this delivery and what people ‘should’ appreciate
- It uses our words and understanding
Let's look at how to fix that.
Are you building a PurpleBrick road to failure?
We see businesses fail, and there are always lessons, but the failure of PurpleBricks in Australia has me intrigued! I am interested to know how a business that has been so successful in other markets can get it so wrong here. There s some great commentary from others in the property arena, but I wanted to take a broader look at what went wrong, and what established businesses and start-ups alike can learn from this.