blog how-to-create-value-for-decision-makers 
Iannarino
JULY 15, 2021
In a zero-sum game, you need to create a competitive advantage. How you sell—not what you sell or who you work for—is your most important competitive advantage. One of your primary outcomes should be creating a strong preference for your client to buy from you. You want to play fair while creating an unfair advantage.
Iannarino
AUGUST 5, 2021
The key to a good first impression is the ability to create value for your client. A strong first impression will place you in the category of value creator and potential future partner. How you handle that first meeting portends which category you’ll find yourself in. Trying too Hard to Build Rapport.
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Iannarino
JULY 5, 2021
Time each conversation based on its ability to create value for decision-makers and your other contacts. There are some conversations that create greater value for your clients earlier in the conversation. In part, your clients perceive that value based on the timing and the context of the conversation.
Iannarino
JULY 22, 2021
The sales manager believes more calls is better than fewer, without any consideration for the overall effectiveness of the message and how it is communicated. Their prospective clients started to create “task forces” to improve certain results, including the results of consensus, a critical success factor and the key to execution.
Iannarino
AUGUST 2, 2021
Creating a repeatable process for salespeople is supposed to ensure success, but it rarely creates value for clients. In fact, many salespeople still believe that the client’s only problem is the one they talk about in sales meetings, not recognizing that the decision-solving process has problems of its own.
Iannarino
JUNE 29, 2021
The Gist: Early legacy approaches to sales leveraged external factors to create a competitive advantage. Over the last decade, the competitive advantage has shifted to the salesperson’s ability to create value around decisions and results. In every market, there are some consumers who believe value means getting “a deal.”
Iannarino
JULY 20, 2021
The Gist: Your clients have expectations for how you use the time they give you. While some decision-makers and decision-shapers still have “ legacy expectations ,” more and more, they are left unimpressed and unsatisfied by their conversations with salespeople. How to Make Sense of Their World.
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