What’s your Top 10 List of values that you deliver to your customers? If you cannot state it in a bulleted list of 10 items or less, work on this task until you can.

Fact is that no one has any attention span at all anymore. I’ve had a customer, with whom I had a scheduled meeting, greet me by saying, “What do you have for me?” This was before he even offered me a seat.

Thank you to Paul Castain’s Sales Playbook, you should search him on LinkedIn, for illustrating the value of this concept. Today he shares his “10 Ways I Rock With My Clients.” It prompted me to make my own:

1. Programming Analysis
2. Promotional Opportunities
3. Prospecting Direction
4. Geo targeting
5. Demographic targeting
6. Marketing strategy
7. Qualitative Analysis
8. Psychographic Analysis
9. Demographic Analysis
10. Competitive Strategy

I have a meeting with a prospect in an hour and frankly am not sure what I’m even going to tell him. He’s already told me no, but that’s when my job begins, right?

When last we spoke he told me that he couldn’t justify my price. Well, that just means that I haven’t fully demonstrated the value of my offering. Everything is worth a price. You simply have to be able to demonstrate the worth in the customer’s terms. What’s does it do for THEM? And that had better translate to more $$$.

My list above includes items that are all means to drive revenue. They are ways in which to improve product, identify leads, isolate competitive advantages or reach their customers.

That’s the language of my customers. I have to speak it clearly and succinctly. My sales success depends on it.


About Melanie M. Morris
Broker of Trust and Authenticity I'm really a sales executive, but I'd rather identify with these ideals rather than to simply say...I'm a seller.

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