Value Selling in Materials Testing

Value selling in materials testing?  In a market that was estimated to be worth US$6.4 billion in 2023, considering value and how it can be delivered has real value!  It might not be a topic that grabs the headlines, but it is absolutely essential for success. Trust me, by the end of this read, you’ll understand why Value Selling in …

Mastering the Art of Persuasion: Cialdini’s 6 Principles of Influence for Sales Professionals

In the dynamic world of sales, success hinges on the ability to persuade and influence potential customers. Understanding the psychology behind decision-making can help you become significantly more effective. Dr. Robert Cialdini, in his book “Influence:The Psychology of Persuasion” identified six key principles of influence that can be harnessed to supercharge your sales efforts. Let’s take a look and see …

Apathy is alive and well – and you can’t afford it!

Apathy is alive and well…  Extraordinary isn’t it? At a time like this, when sitting back and doing nothing really isn’t an option, how many people are doing exactly that. Sitting back. Hoping things will get better. And they might – but then again, they might not, at least not for a while.  Are you still doing the same things you did 6, 12, …

Curiosity might have killed the cat, but a lack of curiosity can kill the sale

Just what do you know about your customers? Are you really interested in your customers and their business, or just interested in the little bit of their business that buys your product? The distinction is an important one, especially if you are looking to be seen as a key supplier. Customers increasingly expect partnership suppliers to not just understand their …

Is there value in hedging? Oh yes!

About 15 or 16 years ago, we were living in an old farmhouse in the middle of the beautiful Suffolk countryside. Around the farm was a hedge, probably around 2 or 300 yards in total, which clearly hadn’t seen a cut in some time. As a result, the whole place looked a little untidy. Time for action, I was told. …

It costs how much??

“You have no chance of beating our current price!” said the buyer to one of our clients’ sales team. Taking a look at the price they were paying, the client could only agree. The price was significantly – very significantly – lower than anything he could get close to. “Not only can’t I get close to the price you’re paying …

What if you did not have to discount to win

How to Understand, Create and Deliver outstanding customer value – and get paid for it! By Mike Wilkinson of Axia Value Solutions If you’re anything like me, you will be familiar with the discount default. Whenever there’s any downward pressure on pricing the first thing that is done is to discount.  Down goes your price taking your margins and profit …

Right now any business is good business. Isn’t it?

What to do in difficult times? With business as difficult as it is for many, the question is –  What to do in difficult times?  There is a temptation to attempt to pursue any and every opportunity, whether we are the best solution for them or they are going to be good for us or not. If we are not …