Unleashing the Power of 'Why' –Farquharson/Tedesco
Arm your sales staff with "why" messages. Then, they'll sell based on the long-term value your company offers—not your machinery. Leading with features won't inspire buying behavior, and it sure as heck won't produce long-term customer loyalty. Then, what reason will customers have to use you?
"Why" Creates New Market Opportunities. Few businesses want to be pigeonholed as the provider of just one product or service. Framing your business in terms of "why" gets you out of this trap.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
