Tag Archives: Value (economics)

Grabbing Money or Building Value

Barnum’s American Museum entertained millions of young and old customers across America throughout the mid 1800’s with brand new attractions and freakish animals. P.T. Barnum, the outlandish owner, placed signs on specific doors that said, “This Way to the Egress”. … Continue reading

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Doesn’t My Customer Know I’m Busy??

Ever regret encountering the self-serving sales rep? Then, you are probably talking to the wrong vendor. Effective sales work means that the customer received something. Buyers who truly believe that a sales rep is wasting time, not delivering value, or … Continue reading

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It’s My Turn to Win

Sales have winners and losers. If you think professionals should balance out wins and losses in pursuing business, then you have already lost. Competition rewards winners: better prepared, better skilled, results-oriented winners! It’s never someone’s turn to win. The winner … Continue reading

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Absolute Price Integrity in Moderation

The accounting industry continues to get more competitive, so winning accountants have to continue to market. Despite clients’ and prospects’ ongoing pleas for price concessions, conventional wisdom says: withstand the urge to lower fees. Don’t drop prices. Maintain price integrity. … Continue reading

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