You expend much valuable time and company resources developing energy efficiency proposals that don’t get your fair share of yeses. Why Should I do Business with You? This may be an important piece of the puzzle. If a prospective client told a member of your sales team “There are many others ... Read More »
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Tired of Getting Too Few Yesses to Your Proposals? Identify the Total Added Value of Your Products and Services
In a recent article I asked how you think a member of your sales team would respond if a prospective client said, “There are many others who do the same thing as you but at a lower price.” There's a good chance they'll respond by touting your product's features and benefits, quality levels and ... Read More »
