“Here’s how customers consider your value, from lowest to highest:
- If you know your product, you are a human catalog
- If you know your services, you are a technician
- If you can match your products and services to the customer’s needs, you are a sales person
- If you know a customer’s problems and business, you are a consultant
- If you know a customer’s industry, market challenges and competitors, you are an expert”
Great tip from Tom Searcy from Hunt Big Sales, a sales training and consulting firm.
Written by: Derrith Lambka on January 18, 2012.
About Derrith Lambka
Derrith is the founder of MarketingZone.com, a how-to website for small business on marketing.
During her career Derrith has worked directly for, or as a consultant to, many Fortune 100 clients including Apple, Adobe, Cisco, Gateway Computers, GlaxoSmithKline, Google, HP, McDonald's, Microsoft and WebMD.
Derrith brings all her accumulated expertise and industry-insider knowledge to help small businesses with how to do marketing better, faster and less expensively to the MarketingZone.com blog. As she learns, she shares what is most relevant and actionable to help small businesses with marketing.
