Sellers of intangible services think that ‘selling’ is destructive of trust. Many feel that selling is even unprofessional and unethical. But that is not the case.
Value propositions are useful incentives but seldom sufficient to close the sale.
Lead by example, strengthening values like customer service with regular use – and your people will follow.
Rational or emotional? Your customer is both. It’s time your sales pitch catches up.