John Naples Articles

Selling Value Over Price - Click To Read Article
Premise: To minimize discounting and improve margins, salespeople must learn how to sell on value rather than price. In this short article, we'll take a look at seven effective ways to get your buyer to focus on the value of your proposition. Many salespeople make the mistake of thinking that their buyer is consumed with price; therefore, they become consumed with price. The fact is salespeople often have self-inflicted wounds by making price the major criteria for purchasing. Research shows, according to the book, Value-Added Selling, that 84% of all buyers place quality and service above price. Buyers also place tremendous value on the knowledge and trustworthiness of the salesperson, product functionality, ease of doing business, and follow-up.

Grow Your Sales Employing Three Simple Steps - Click To Read Article
If you're looking to grow your sales in the next 90-days, follow these three simple steps.

Connecting With Your Buyers - Click To Read Article
One way to improve your sales is to improve the connections you make with your prospective or existing clients. Building trust and rapport is at the heart of effective selling. In this short article, we'll take a quick look at five things we can do to improve our relationships with our clients.


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