Sales Training Tip #73 - Value Leakage in Selling
Sales Training Tip #73 - Value Leakage in Selling. Sometimes an author presents a concept that is so shocking (i.e., a paradigm wrecker) that it takes a while to get over the shock and socialize it. Well that's what happened when I was reading Jeff Thull's book, Mastering the Complex Sale. The book itself is about how to win the complex sale using a specific analysis-methodology in order to be more effective at selling your product's value. But that wasn't the shocking part. Towards the end of the book, Thull introduces the concept of the Value Leakage Bucket. And in his explanation, he makes, in my opinion, a shocking revelation with regard to value degradation that quite honestly caused me to have the reread the section twice if not three times. But before I share with you Thull's assertion, allow me to paraphrase how he views the Value Chain of a product being brought to market. (Note: As you read the following, keep in mind that I do not do Thull full justice and I suggest you get the book; worth every penny) To read my article, go to: salesinfluence.tv/2012/04/13/mastering-the-complex-sales-value-leakage-jeff-thulls-rule/ For more information on sales trainer and speaker Victor Antonio, go to: www.VictorAntonio.com
