Business owners and sales managers often use one or more of the following phrases to explain poor sales:
“They customers don’t understand what we offer.”
” They don’t get it.”
” They don’t see how much we can help them.”
I ask the owners and sales managers: “Do you truly offer a distinct VALUE that a prospect could really use and would benefit from? “Absolutely,” they reply.
I must then propose that the problem is not that the prospect doesn’t understand, but that they are not communicating their firm’s value as well as they should.
It’s not up to the customer to try harder to understand you. The burden is on you to communicate effectively
You may need professional help getting the word out, but if you offer a real value, it CAN be communicated.
And if it is communicated well, it will sell.
Stay tuned and stay smart. ##

About The Author

  • Author | George Farris
George Farris is CEO and Senior Brand Coach at Farris Marketing. Email questions and comments to and connect with George on LinkedIn using the icons above.

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