How do you take your widgets and turn them into service? Sell the outcome.
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We have to create value, we have to sell value. That's the future of our industry.
How do you decide on your price? Tom Stimson describes how to determine your price based on the customer instead of the cost.
In this video, Tom Stimson describes the difference between push and pull selling, and how to determine which one is right for your products and services.
Tom Stimson describes the two most likely reasons you didn't win that job, and how you can counteract them in your sales process.
As I scroll through my LinkedIn feed, I am underwhelmed by business and technology trends that are interesting but not important. Social Media experts can tell you exactly what headline to write and more importantly, what pictures to post that will get people to click on your link, thereby validating the expert’s advice. It may be entertaining, but the only beneficiaries are the Social Media experts that have figured out how to get paid for their trendy advice and the platforms we spend our digital days browsing. LinkedIn should ban the self-congratulatory selfie. Who’s with me? There are hundreds of... read more →
Bookmark this page! Thanks for registering for The Unfair Advantage workshop. We have two full days of in-depth training and discussion planned along with great social events. Bookmark this page as we will be updating it with more information as we get closer to the event. Hotel & Travel The Highland Hotel Dallas | 5300 E Mockingbird Ln, Dallas, TX 75206 | (214) 520-7969 Register for your discounted hotel rooms here. The rate is $189.00 until the block is full or Nov 21st, whichever comes first. We expect the room block to fill up, so take advantage as soon as you can. If you... read more →
In this 60 minute webinar, project sales expert Tom Stimson explains the fundamentals of outcome-based selling. “I was listening raptly and taking a ton of notes – – I recognize in myself the success I have when I’m more outcome based than transactional, and now I realize habits that I can redirect – that is my long way of saying THANK YOU for a powerful and cogent webinar.” – Frank Berman, Berman Media Services, Inc. As organizations learn to shift from selling products and services to benefits and outcomes, they often struggle with abandoning the comfortable words of traditional AV Sales: Best,... read more →
We live and work in a service economy, but too much of our sales training is based on peddling transactions: When a customer has a need, we source the solution, assess our cost, add profit, and offer a price. In order to differentiate, we include “value-added” services, which may be as rudimentary as being pleasant up to the extreme customer service models that so few can afford. The fundamental problem with this simplistic view of how we make money is that our customers are far more complicated than that. Customer complexity is actually a good thing, if you learn how... read more →