CHAPTER 17
Value Reinforcement
Your tenth Value-Added Selling strategy answers this question: “Are we getting credit for all of our value added?”
When we ask this question in seminars, fewer than 5 percent of the attendees claim they get the credit they deserve. Let’s be clear at this point: no one gets the credit they deserve; they only get the credit they ask for. We didn’t invent that concept. It’s a simple reality in all walks of life. Many people are uncomfortable with this notion, and we get it. Bragging sounds gauche. In your job, do you get credit from your management for all the wonderful and selfless things you do? Probably not. It is no different for your company and customers.
Most companies deliver superior value but rarely get ...
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