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Tom Reilly Training Home of Value-Added Selling and Coaching for Sales Success |
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Promise a Lot. Deliver More. by Tom Reilly A sales reality is that you rarely get the credit you deserve; you get the credit you ask for. Customers will not encourage you to raise prices for everything you have done for them—their memories are short. They will ask you to reduce your prices because they have forgotten all of the value added you have delivered. That means you must surround customers with value reminders. Get the credit you deserve. Get paid what you're worth. If you deliver value added, you ought to be paid for it. In the give-and-take of life, there is no free lunch. If customers want value added, they must pay for it. If you want credit, ask for it. If the bluntness of this concept feels uncomfortable to you, I understand. But, you still need to brag positively about everything you do. Otherwise, customers expect great things for free. You owe it to yourself and your company to get the credit you have earned. You will gain respect with customers and feel better about the service you deliver. Remember, promise a lot; deliver more; and brag like crazy about it. Tom Reilly: The guy who wrote the book on VALUE-ADDED SELLING |
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