by Jeff West | Mar 7, 2022 | Sales Coaching, Sales Leadership, Sales tips
Your Value Proposition Creates Fusion Points™ With Your Customer The goal of your sales process should be to create Fusion Points™ with your prospects that convert them to customers. Following that, your goal is to continually build that fusion...
by Jeff West | Mar 12, 2015 | Sales Coaching, Sales Leadership, Sales tips
Enough is Not Enough Today’s selling environment is more competitive than ever. In almost all situations, there are more companies now offering similar or the same product lines. Traditional “brick and mortar” businesses are often forced to compete...
by Jeff West | Feb 6, 2015 | Sales Coaching, Sales Leadership, Sales tips
Communicating Value The old pendulum balance scale is a beautiful thing. Maybe I think so because I am a Libra. But I have always been drawn to think in a manner that links back to my perception of that scale. If I am making a decision from two alternatives –...
by Jeff West | Dec 11, 2014 | Sales Coaching, Sales Leadership, Sales tips
Have you ever watched people argue? I know that I shouldn’t… but I do. I really don’t mean to eavesdrop… but I do. One the funniest things about watching people argue is when you think the disagreement is over – and then one of the...
by Jeff West | Nov 21, 2014 | Sales Coaching, Sales Leadership, Sales tips
Over the years, I watched the insurance industry become more and more commodity oriented. To win the case in situations like that, you must find ways to bring value to the table above and beyond the transaction. That value may be in tangible economic currency, where...
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