Loyal Customers

Loyal Customers

Loyal Customers are what happens when you keep your promises.

Your Value Proposition isn’t about you or what you do: it is about what your customer wants to get from working with you.

What is the promise you are making to your customers and how do you make sure you keep it? Whether you are entering a new market, setting new targets, or simply want to update how you talk about your business, The Promise workshop will give you a value proposition that is all about what people want to buy.

Ready to get started

A 3-part workshop, $2640 + $40 per person

Testimonials

Rebecca has a strong understanding of how prospects think, and is very helpful in helping us find the best way to reach our specific market

Jay Hobdy

Gotcha Security

Rebecca's ability to zero in on what is important to my customers has really helped me to understand how to help my customers better.

Jason Wade

SiteTrustee

More Resources

Nobody Wants Your Product – Still

We first discussed this last year – and it remains true: nobody wants your product. Understanding this is fundamental to Problem Solving sales. When people buy, it is not about you – the seller. It is all completely about them – the buyer. Do you know what happens after you have left the room? Do…

Problem Solving Sales

This is where we are now. Selling is about buying, and the solution is about the problem. A solid sales approach is about more than matching the customer to the product. We now look at sales process, implementation, delivery, use and all touch points as part of the problem solving. A Subtle Change What is…

Evolution of Sales Conversations

There are as many ways to describe “Sales Eras” as there are sales people. A quick search will reveal sales stages and methods like manipulative versus consultative, push versus pull, barrier selling, relationship selling, transactional selling and much more. In my work I keep a focus on selling as being all about buying, and as…

The Objection Handling Strategy

A successful business is one that solves problems for other people. It achieves this not only with its product, but also with how the product (or service) is purchased, implemented and utilized. In order to continuously solve problems through all of these stages, a successful business understands its client needs. This means encouraging, addressing and…

5 Categories of Objections

Pairing my appreciation for systems with the importance of responding to objections, I do train my clients on how to pro-actively manage this part of their sales conversations. In other words: there’s a strategy for that. And it starts before any sales conversation has occurred. All objections will fall into one of five categories. Understanding these,…

Are Objections Harming My Business? Part 2

Yesterday we examined a couple of situations in which a business owner believes he or she is not encountering objections in their business. Today, let’s look at a few more situations, where said business owner is aware of a sales problem, though perhaps not the specific role objections can play. I have dozens of sales…

Are Objections Harming My Business? Part 1

Are you using prospect objections as a force for good, or for evil? A prospect is not likely to begin a sentence with “Allow me to raise this objection…”, but that is still what they are doing. No business has every client agreeing with its proposals every single time. Following are just some of the…

How Objections Are Good For You

In last week’s post we established that objections – far from being conversation-killers – are opportunities to further conversations and relationships. When a prospect raises a particular objection to doing business with you, it is an invitation to further discussion. The Sales Benefit The principle thing an objection does is allow you to continue the…

Good things happen when people Object

Objections in a sales or business conversation are a good thing. You read that correctly. Too often I have seen business owners, business developers and trades people of various sorts bow out in the face of objection. And yet when your prospects are raising objections they are not saying “No, thank you”. They are actually…

Buying Triggers

Have you every asked yourself why your new clients buy from you? I don’t mean from you specifically, I mean what has prompted them to buy at all? In almost all cases, buying something is a burden. It is an interruption of one’s productivity, work or leisure time. Before a prospect even has a chance…

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