Category: Benefits

Experiences Outsell Facts: Apple vs. Samsung

Experiences Outsell Facts: Apple vs. Samsung

Samsung vs. Apple. Samsung delivers an amusingly biting attack on Apple ‘fan boys’ waiting in lines for technology they’ve “had for a while.” But as amusing as the ads are, they are misguided. Facts don't sell.
Overcoming Sales Objections

Overcoming Sales Objections

Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
Capturing Customer Attention

Capturing Customer Attention

Your customers don't make rational buying decisions. Actually, nobody does. We do the best we can with the ...
Features and Benefits Don’t Build Brands

Features and Benefits Don’t Build Brands

Companies love to compare their products to the competition, and justify why they're better. They've got the ...
Selling On Price Sucks

Selling On Price Sucks

I used to think the best way to increase prices and achieve higher margins was to add more value to my services. I ...

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Jeremy Miller

Top 30 Brand Guru

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