Issue 277 - What is Value? By Ron LaVine

In order to establish value, you must first know
what is valued. These are the areas of concern
for most executives.

Very secure

How does your solution provide increased
security and protection?

What can a prospect or customer expect from
you solution in terms of providing additional
security?

Adaptable

Why is your solution able to expand and contract
quickly?

Is your solution scalable?

If more of your solution was required, would you
be in a position to provide it?

What are your capabilities as a company in
terms of adapting your solution to fit the prospect
or customer's specific needs or environment?

Low total cost of ownership

What will be the Total Cost of Ownership?
Remember to factor in the additional costs of
documentation, training or education, consulting
services and maintenance or maintenance
renewal costs.

What type of Return on Investment can they
reasonably expect?

How fast or what is the net payback period of
your solution?

Usable

How difficult will your solution be to implement
and use?

What can the prospect expect to encounter when
using your solution?

What type of support is available if they
encounter problems?

Efficient and effective

How will your solution increase their efficiency or
the effectiveness upon the way they do
business?

What is it about your solution that will allow the
prospect to get more done in less time than
before?

Dependable

What is your solution track record in terms of
being consistent and reliable?

Who has used it and for what types of
applications?

Next Week the Establishing Value Exercise

Accelerated Sales Results, Inc.
Helping You Develop More Business Through Live Cold Calling Sales Training Workshops(tm)
638 Lindero Canyon Road, Suite 283, Oak Park, CA 91377
1-818-991-6487 PST Office | 1-818-519-3852 Mobile | 1-818-991-5938 Fax
rslavine@asr-incorp.com | www.ast-incorp.com

Member of the American Society for Training and Development
(c) 2008 by Accelerated Sales Results, Inc. - Live Cold Call Sales Training Workshops. All rights reserved. www.ast-incorp.com

Live Cold Call Sales Training Workshops

If you are a corporate inside or field sales rep
who sells to the Fortune 1000 or your make
complex sales involving multiple buyers and
influencers, this workshop is a must
for you to attend.

In the book The New Strategic Selling by
Stephen E. Heiman, Diane Sanchez (with Tad
Tuleja) on page 45 it states "The objective of a
good sales strategy is to get yourself in the right
place with the right people at the right time so
you can make the right tactical presentation."

Barbara Geraghty in her book Visionary Selling
writes, "Some of your prospects may have a
confusing organizational structure. Ask someone
in an administrative function to diagram it for you
and to draw arrows between executives and
mangers who have close working relationships."

This is much easier said, than done. I can teach
you how to do the above and much, much more
quickly and easily. Call me at 818-991-6487 and
let's discuss how we can help you to sell more in
less time.

Accelerated Sales Training trains inside and field
sales reps on how to set appointments faster
than ever before while removing the fear and
rejection from cold calling. AST delivers live cold
calling sales training workshops to organizations
such as CA, Cognos, EDS, Hyperion, IBI/iWAY
MicroStrategy and Software AG. My company
has helped them to:

Set up over 1500 face-to-face visits in
one quarter while adding 27 forecasted
opportunities at 50% or higher.

Increase sales by 19.3% and increase
profit before taxes by 24% for the past
fiscal year.

Close a $208,000 deal that paid for the
entire prospecting program.

Triple call center lead generation
performance while the Inside Sales
group doubled its results in setting
qualified appointments.

Visit http://www.ast-incorp.com/contact.htm
for more details or call 818-991-6487.

Forward these Sales Tips to an Associate

Please forward these Sales Tips and Telesales
Tips for Selling Success to an associate who
could benefit from them, or have them send
<mailto:subscribe@ast-incorp.com>. They will
appreciate the gesture and thank you for it. They
can also sign up now online at: http://ast-incorp.com/

Wow! Great stuff! Thanks again. Those live cold
calls were jaw dropping
Brian B., Marketing Development Manager

I liked everything. It got me to see what I do in a
totally different way.
Margaret A., Market Development Manager

I really liked hearing the 'live' calls. It was real
life and shows how it takes patience and
persistence.
Ann D., Marketing Development Manager

Greatly benefited. Walked away with various key
takeaways. Really enjoyed it. Very practical and
informative.
Fernando P., Marketing Development Manager

Honestly I was skeptical but I was really
impressed.
Beth C., Market Development Manager

Very best workshop I have seen!
Bill R., VP East

Much more impactful than traditional methods.
Jeff B., Marketing Development Manager