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	<title>The UnNatural Salesman &#187; Adding Customer Value</title>
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	<description>A Sales Training Resource for Sales Professionals</description>
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		<title>Thinking With Your Customer</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer-2/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/thinking-with-your-customer-2/#comments</comments>
		<pubDate>Tue, 06 Oct 2009 14:00:41 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Customer Service Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[Sales Mentoring]]></category>
		<category><![CDATA[Sales Training]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=261</guid>
		<description><![CDATA[For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”... It's only been in recent years that we've actually been considered a respectable profession … and it will continue to be respectable based upon how we conduct ourselves and how we treat our business partners...our Customers.]]></description>
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		<title>3 Things That Will Increase Your Sales</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/3-things-that-will-increase-your-sales/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/3-things-that-will-increase-your-sales/#comments</comments>
		<pubDate>Mon, 05 Oct 2009 13:55:00 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[Sales Mentoring]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=258</guid>
		<description><![CDATA[There isn’t any magic bullet in what you’re about to read, but there are always things that you can do that without a doubt will increase your sales. There are three things that will increase your business if you do them and work at it. No matter if you pick one or all of them, doing them only once in a while won’t have a huge impact. Consistency is the key. Not doing these simple things is the equivalent of waiting until the end of the month before realizing that you haven’t made any sales.]]></description>
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		<slash:comments>1</slash:comments>
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		<title>Put the Line Up on the Score Card &#8211; Using Your Resources</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/using-your-resources/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/using-your-resources/#comments</comments>
		<pubDate>Tue, 15 Sep 2009 12:37:55 +0000</pubDate>
		<dc:creator>itsdee</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[new business developement]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=227</guid>
		<description><![CDATA[Ahh…resources…..We’ve all got them….Problem is most of us don’t know how to use them. Look around your office. Quite likely there’s a person who knows your systems like the back of their hand and you get confused every time you log on. Ask them for advice! There’s probably a product expert on hand that knows just what additional products you can recommend with your core solution to help you retire quota faster, help you customer deliver a complete solution to their customer and, most importantly, show your customer that you’re thinking about their best interests. Ask them for advice! There’s probably an overworked sales person that can’t handle all of the leads that they have….ask them for leads!   Offer something in return for their generosity, a piece of the deal, or perhaps bring them in on one as a split that they can help you win , it’s a little found business for them]]></description>
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		<slash:comments>0</slash:comments>
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		<title>The Truth About Price</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-truth-about-price/#comments</comments>
		<pubDate>Mon, 14 Sep 2009 12:45:43 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Dealing with Price objections]]></category>
		<category><![CDATA[Sales Calls]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=219</guid>
		<description><![CDATA[“Price is a factor, Price is always a factor”.  Not sure who said those ominous words first but as much as we don’t want to believe it they are true…but only to a point.  Price is always part of the equation just like in most business concerns about shrinking profit margins and rising expenses is a reality that the talented overcome while the masses just resign themselves to selling for less and having to sell much more year after year to keep the income level the same.  A client base built over time and healthy prospecting is part of the answer to the problem but so is maximizing each and every opportunity.

How?  Glad you asked.  First you most likely aren’t the cheapest]]></description>
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		<title>When All Else Fails</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/when-all-else-fails/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/when-all-else-fails/#comments</comments>
		<pubDate>Thu, 10 Sep 2009 13:00:45 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Asking Sales Questions]]></category>
		<category><![CDATA[Customer Communication]]></category>
		<category><![CDATA[Trail Closes]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=214</guid>
		<description><![CDATA[You’re at the end of your rope.  You’ve presented your value to the potential customer and he’s still not buying. You’ve presented quote after quote, and he’s still not buying. You’ve invested countless hours on this potential customer, and he’s still not buying. Now is NOT the time give up. It’s the time to have a frank and honest discussion with the prospect as to what you haven’t provided to help him with his business. Asking the right questions will either get you an honest answer….or the smack in face reality that it’s time to put this prospect aside and move on. Never under any circumstances burn the bridge! No point in getting hostile with the person who’s not buying from you. Tomorrow that person may be influencing another company that you’re trying to work with and you will lost all opportunity because of a previous “thing” that happened.
]]></description>
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		<title>The best advice ever that I still use everyday</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/the-best-advice-ever-that-i-still-use-everyday/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/the-best-advice-ever-that-i-still-use-everyday/#comments</comments>
		<pubDate>Wed, 09 Sep 2009 12:00:53 +0000</pubDate>
		<dc:creator>Dee Haskel</dc:creator>
				<category><![CDATA[Sales and Marketing]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[marketing ideas for sales people]]></category>
		<category><![CDATA[New Business Generation]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=216</guid>
		<description><![CDATA[Never give up. Always leave a reason to call back. People need to hear something seven times to retain it. Be all you can be. The best is yet to come. Never give up. Always see the world through rose colored glasses. Always give the other person the benefit of the doubt. Take time to smell the roses. Remember your manners. 

Roll all those statements into one and you’ve got a Super Star Sales Pro. You’ve got a person who believes in themselves, believes in their product and services. Believes that the world is generally a great place. Believes in tomorrow. Remembers yesterday and always has a dream. And someone who always has a more seasoned professional guiding them. At ever twist and turn, they’ve got a safety net. Someone they can turn to.
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Do You Believe</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/do-you-believe/#comments</comments>
		<pubDate>Tue, 08 Sep 2009 13:00:58 +0000</pubDate>
		<dc:creator>Tim_Kubiak</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[account management]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>
		<category><![CDATA[Increasing Wallet Share]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=209</guid>
		<description><![CDATA[To be a true Professional, you need to believe in what you’re offering your Customers. Be honest, does your product or service fill a need? Can you really make a difference with your product line up? Do the services that you offer your Customers really live up to their expectations? If not, go back two steps and rethink what you’re offering your Customers. Be honest enough with yourself to know that dishonesty will only come back to haunt you. Usually when you least expect it. Build your reputation in terms of your personal integrity.  Build your call scripts in your own words, and be clear, concise and forthright about them. Under commit and over deliver.  You will earn lifetime Customers this way. 
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>What&#8217;s your worth to the Customer?</title>
		<link>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/</link>
		<comments>http://theunnaturalsalesman.com/sales-training-resources/whats-your-worth-to-the-customer/#comments</comments>
		<pubDate>Mon, 17 Aug 2009 15:00:20 +0000</pubDate>
		<dc:creator>admin</dc:creator>
				<category><![CDATA[Inside Sales Training]]></category>
		<category><![CDATA[Adding Customer Value]]></category>
		<category><![CDATA[Customer Service]]></category>

		<guid isPermaLink="false">http://theunnaturalsalesman.com/sales-training-resources/?p=92</guid>
		<description><![CDATA[I was once vying for a customer who could contribute five million dollars in revenue to the company. The competition was fierce and every one else was wooing him by simply dropping their price. I invited him for a face to face meeting. I asked him all about his business…how he ran it, where he wanted it to be in five years, how he upsold additional products into his existing customer base, where he went for new customers. You know, the questions that we SHOULD be asking every day. Once he outlined his plan for growth, I showed him, in black and white how working with our company would help his company retire quota faster, be more profitable and get his sales reps trained and comfortable with the products that they sold faster. I became his trusted advisor and his resource for future growth. I kept my price and my profit margin exactly where I wanted it to be, by delivering the tools he needed to grow his business just as he wanted to. I gave him value. And frequently reminded him of the resources he got simply by partnering with me to grow his business.]]></description>
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