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YOU’RE VERY PASSIONATE about your mission. I get that. I wish everyone had that level of engagement with their business and job.

The dark side of that passion is that it can easily disconnect you from your customers.

How so?

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Sales wizardTHE GREAT DISCUSSION this week with Hugh Liddle and Jim Hamlin started some new momentum.  I’m glad we could  broadcast it to a worldwide audience.

For a Values Based Business, the concepts are simple but not easy to implement.

  1. Get clear on your mission/purpose/values
  2. Articulate why those deliver value for a customer
  3. Integrate those messages into your sales and marketing

Let me expand on that just a bit.
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Sales wizardTHIS WEEK I HAD THE OPPORTUNITY to broadcast a wonderful discussion with my favorite sales wizards Hugh Liddle and Jim Hamlin.  They’re doing wonderful stuff to bring honest, effective and non-sleazy selling into the world.

We explored the subject of values-based selling, obviously near and dear to my heart.  When you’re in a business where your mission is an important part of your message, it takes special skills to incorporate that into selling.

Especially because most prospects have their guard up these days.  At the first sniff of something that’s dishonest or inauthentic, you’ve lost them.  Forever. Read the rest of this entry »

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