|
|
Newsletter - Volume 2005, Issue 1 February 2005
Featured Article
What Are Soft Benefits?
This article discusses the traditional view of soft benefits and then proposes a new definition based upon the fact that in the world of value selling, benefit softness and hardness is whatever the customer thinks it is. The article goes on to recommend guidelines for value sellers on how to handle soft benefits.
Complete Article Value Selling What Financial Metrics Should Salespeople Understand? We posed that question to Don Hart, Director of Product Marketing for Pavilion Technologies. "That's easy", Hart said, "Salespeople need to understand the financial metrics that their specific customers use to evaluate the return on investment of their solution and the metrics they use to compare their solution against other potential investments." The fact is, salespeople are intimidated by financial metrics as are a lot of people, according to Tom Cissell of The Cistek Group. "While it is true that people trained in finance created the metrics, they created them to answer questions posed by non-financial business managers.", says Cissell. "The very same questions that salespeople would ask when considering an investment, such as 'How long before I get my money back?', 'How much more money will I make on this deal as compared to leaving the money safely in the bank?', etc. are the same exact questions these metrics are designed to answer". Cissell goes on to say, "The Cistek Group uses laymen's terms to explain financial metrics to salespeople. They gain an intuitive understanding for the metrics and the questions they are designed to answer". Hart concluded by stating that understanding financial metrics in this simple intuitive manner has value beyond their sales careers. "It's knowledge that can applied to any personal investment." |
What topics would you like to see
in the next newletter?
Send us an email and let us know.
Click here to be removed from newsletter distribution list
The Cistek Group
614-771-0378
Copyright © 2005 by The Cistek Group. All rights reserved.