By Griffin Hill on
11/24/2008 8:22 AM
After two decades of research, I have discovered that five categories offer the most efficient description of genuine benefits. The five categories are pain relief, preservation, pleasure, profit, and prestige.
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By Griffin Hill on
11/17/2008 10:52 AM
As long as we talk about our products and services in this context we are talking about US. We think we have shifted our attention to focus on the suspect, but in reality we are still focusing on US or OUR perceptions of how good WE are.
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By Griffin Hill on
11/10/2008 9:03 AM
For many people, including experienced sales professionals, writing an elevator speech is a challenging assignment. Some argue that it is much easier to actually engage the conversation than to write it.
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By Griffin Hill on
11/3/2008 8:58 AM
Scheduling the annual performance review harrows up memories of being summoned to the principal's office for a severe scolding.
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By Griffin Hill on
10/15/2008 8:43 AM
Just as Newton's laws of motion govern the momentum of objects, the laws of human performance govern the momentum of sales people.
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By Griffin Hill on
10/6/2008 8:36 AM
The next important step is to occupy that location. The third purpose of the Positioning Play is to help you occupy it, and the key principle of occupation is mass, so let's talk about how mass influences occupation.
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By Griffin Hill on
9/29/2008 8:23 AM
In addition to staking your claim, you use the positioning play to establish your role. The purpose of the first is to find balance between generality and specificity, and the purpose of the second is to claim the high ground.
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By Griffin Hill on
9/22/2008 11:18 AM
The purpose of the positioning play is to stake a claim, establish the role of the sales person, and help the sales person to occupy a desired location.
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By Griffin Hill on
9/15/2008 9:14 AM
I have often heard sales leaders and chief executives express the desperate hope that they could simply hire a natural born sales person or someone with the "sales gene."
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