Add Value, Not Volume
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MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
ADD VALUE, NOT VOLUME
HOW THE MODERN SELLER CAN SELL MORE EFFECTIVELY TO THE MODERN BUYER
Photo by Kelly Sikkema
THE WAY IT WAS
ALWAYS BE CLOSING
THE WAY IT IS
ALWAYS ADD VALUE
TODAY’S BUYER EXPECTATIONS
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DISRUPTUVE BUYING EXPERIENCES
- Amazon
- Uber
- Yelp
- Netflix
HOW TO ADD VALUE
ADD INSIGHT
INSIGHT BASED ON
- Position
- Industry
- Location
IN COMMOM
Photo by Waranont Wichittranont
THE REVERSE CAN ALSO HELP
REVERSE INSIGHT
- Other industries
- Other professionals
- Other cities
IN COMMON
IN COMMON
- Who you know
- Education
- Influencers
- Books
- Past companies
- Outside interests
INTERESTING
SHARE SOMETHING INTERESTING
- Be witty
- Be brief
- Be original
- Majority of people change jobs every 17 months - or are actively disengaged from their job
HOW?
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RESEARCH
PREPARATION
CUSTOMIZATION
NICHE
EXPERIMENT PUBLICLY
BE SPECIFIC
TOOLS TO USE
GOOGLE BLOG SEARCH
MENTION
FEEDLY
ONEMOB
NIMBLE
BLOG
REFER AWAY
CONNECT TO OTHERS
REFERRALS WORK!
