Nick Devine Presents...Value Creation Versus Value ExtractionPlease wait up to 1 minute for video to load. Make sure your speakers are turned on! |
 Get INSTANT ACCESS To The FREE ResourcesSimply enter your first name, primary email and make a comment on the video you just watched. When you click on the INSTANT ACCESS button you will get the resources mentioned in the video for FREE.
* Privacy Statement: I hate spam and your email address will be vigorously protected. *
|
{ 121 comments... read them below }
nice video and good web
Thanks again Nick! This is great information that I WILL use in my business.
One more point ... must implement.
good information!!!
Very good advise Nick - we are a company that thinks your way - hard not to get sucked into price war, your advise helps us keep on track ! sent the link to all my team - Thank you. Please keep me updated.
I'm going to ask thought provoking questions and listen to the answers.
very intersting
All good information but I keep running into the same problem - all this is lost on the low level print buyer. Anyone else having difficulty getting in front of someone who actually cares about your ideas? I keep getting kicked down to the low level buyer. Until we get an audience with his/her boss, we're wasting our time.
Gosh Nick, that was good. It's not really a video though, is it?
Interestingly, we do a bit of all 4 but too much of 1 and 2 and not enough of 4 - although this is changing.
I learned the customer should be at the center of my sales effort and not my product.
I'm going to incorporate this practice into my selling routine from now on.
This technic i have been using defenetly it gives result
from last 10 years i have been working with same companies now also beacuse i care them
Hi Nick, we are a company that believes your way of approach. The customer should be at the center of any sales effort and not the product. we do a bit of all 4 but too much of 1 and 2 and not enough of 4 - although this is changing.
We are incorporating this practice into our selling routine and encourageing and business development managers to take on board .
Learnt to look more at customers problrms and intend to priorotise that aspect
how to help your client sell to his client. we work together to help him..
Good Content well done, basically i will go for the no , find out what's stopping them to buy then remove that barrier. Deliver benefits that the client needs not just the print or services product
Interesting presentation and expanding on it will be helpfull.
Thanks for the focus on a long term sales process, not just the immeadiate short term price driven focus. Too often we have seen our customers "survival tactic" was only react to short term solutions, but now I believe they see the future less scary and they are trending to longer term thinking.
go beyond printing, listen to the clients business needs
good video
one has to see how the client is going to gain from yur product
Agreed, already working specifically on this for a large prospect
how can i get value creation vs value extraction handout. The vadio tought me to stay in #3&4 type of selling
I like the information! Thanks!
no comment
great post. i hope i will be able to incorporate this into next sell meeting.
Going in at the appropriate level is key.
Maintain relationships with level's 1&2 and grow relationships at level's 3&4.
I will share this with my sales team- "focus on the clients needs", not just print products
interesting video, especially deferentiating value outputs and value outcomes
I learned that if I get in front of the customer and help them solve their problems with a product or service I offer I can get away from the price war
Great idea. You can sometimes forget that selling is about the relationship not just about the product. Going to be using this to make 2011 a stronger year..!!
Information that has been filed away in the back of the head.
Great to have it refreshed and a chance to focus on what should be the most profitable routes to follow.
Excellent presentation
It is clear that we need to move towards a "marketing solutions provider" model to provide proactive business development support for our customers and identify those customers who are receptive to being supported in that way... this is not a solution, this is the start of a process.
I can honestly say, that I've never bothered with things like this until these videos started. Very enlightened, I dont know whether it is an old message or a new one, but it gets across and that is what's important. Cheers!
Thank you Nick
Nice let me try
Learnt that good price and quality shall be considered as given.
Identify customer of whom we have good knowledge and identify areas in which they could be aided. Prepare ourselves for such possibility.
A good refresher with hopes for a more profitable 2011. Thank you!
Great strategy. Thanks Nick
Focus on the Customer and providing Value to the customer is the only way to sell
Back to thinking with the end in mind-great reminder. I have an appointment with non-profit next week. I'll be practicing these questions and my plan for solutions.
EXCELLENT QUALITY AND CLEAR THINKING
We have the strategies underway, and always seen that where we are giving that etc. edge of help to the customers, they always stand loyal to us. Who is with us for price, always talk in terms of price, and they are not loyal to u. Thanks for the video and making it into theories.
I'd like to thank the web site for this nice information , I personally using almost the same concept , it gives us a good business & customer loyal to our vision. because he's getting a Value of what we have & offer. Thanks
This is really good. I am going to share this with my team and so that we can intensify relationship using the value creation vs merely doing value extraction, tks.
Nice presentation and valuable information.
great spin
Very inspiring and relevant!! Now I'm getting the ideas how to boost my sales
Similar to last video - well done
I've been moving the sales team in this direction for a while, and this video is the succint tool I've been looking for to increase understanding of the concept in the company.
Past training in solution selling for a complex sale but challenged to apply the process to a shorter sales cycle. This video widened my perspective.
I enjoyed the video. It reinforces what we should be doing every time we are in front of a customer. Talk, listen, and help our customers achieve their goals.
found other videos to be a little more helpful
I learned 7 Value Added Solutions. I am going to ask one of my clients today if their client is interested in attracting new clients or driving more traffic to their location.
Certainly a very interesting concept and one that I will use in the future
Applicable to my situation and I like the practical nature of the solutions
very good video
very interesting video and definitely will pass it on to my team to start aiming for Customer #4
This video gives an alternate idea to re- think about our sale and marketing stategy, excellent.
very helpful vidio
Very interesting and will implement immediately
It's not about the price or the product but rather the value that can be created for your customers business. Focus on the business issues and price and product become incidental.
Excellent presentation. Will apply in my sales of print consumables to customers
Excellent suggestion in the video, I shall be displaying the same to my marketing team as a training
Very interesting
Thought this was interesting.
this video presents the message of customer centric sales in easy to understand language. I can't wait to share with our sales staff.
Learn to quickly establish where the client sits within the framework and work to achieve faster results
i am learning how to ad much more value. plus teaching my partner and employee how to sell it
I will apply it in my next sales call. I am a CEO so this is a toll I have used for years, but need to get my salespeople to do so as well.
So much to absorb with this video. We realize that we need to figure out what value we actually offer our customers, rather than just providing print services. Thanks for providing us with this insight.
Good video-like to see more examples of how to
some good points about being customer centric and you driving the conversation
I'm going to try this within the hour with a customer.
Excellent, I do have a problem with some customers extracting the information from me and then going out and using the knowledge he has gained from me to comodaties his purchase.
Good sound advice. This chap clearly knows his stuff. The downside at the moment print-wise is that many of even the potentially 'better' prospects are driven by price. Print has become a throwaway value-less arena where almost anything will do. And devalued further by the price cutters.
very useful selling points that are obvious but rarely implemented
Very informative as usual!
very interesting, need to change my focus
Good video. Will work toward the #4 area. I've partnered with a marketing company to offer a more comprehensive solution.
Nothing new here.Good ideas,but very old ideas
Thank you for the free information.
This really helped me think past product and more on my client.
Learned- solve the business issues not the print issues.
Please send handout.
Situation Questions favour the salesmas- ask the basics
Problem Questions favour the Customer
Get to the problem questions asap
What effect...
Could that lead to...
Could that lead to productivity issues?
Our customers have generally expected us to talk and sell print. This will make for some interesting conversations in the new year.
quite interesting
I need to change my marketing/sales messages to reflect more of #4 in 2011, 2010 was the year of price and it had awful results.
Good stuff. Challenge is to find the clients and potential clients to have this conversation with; also to identify what we CAN do that goes beyond the commodity aspect of printing. Honestly, most of our existing contacts within our client base are not that high up in the organizations, so we are not really accustomed to dealing with the higher up decision makers. New way of thinking and needed. Will relish the opportunity to have this type of conversation and look for opportunities to do so.
A great insight into ways to change the sales mindset
Will use in sales meeting this week to begin focusing on sales leading vs. asking for the order.
Great way of engaging the sale cycles and extracting more revenue
EXCELLENT
Hi Nick.
next call is to make the buyer look good buy telling his boss what he can do to help his company and directors
Video Comment In the new year we are focusing on putting Nick's strategies into place. I have been hearing about this idea of value creation and still have questions on what specifically we could offer, but am willing to try this approach, especially with some special customers who we might use as guinea pigs to begin with.
Thank you, good information to keep you on track.
great!!!
Very interesting information
Very useful and thought promoting video, I intend to get my sales people to listen to it and give it some serious thought for our future
i will use it in achieving the desired goals in my business
Hi Nick - I shall certainly be looking to concentrate on offering real value and solutions to my customers.
Everything sounds very logical....when you become aware of it! It's common sense applied. I like it!
Without question the best way to develop profitable print is to establish relationships based on trust.
Like the strategy will implement straight away
Top stuff
I've been promoting the ideas you've presented but have had difficulty framing it concisely. I think I've got it now.
We're reviewing our sales strategies over the next few months and will certainly be able to use this to get the point across.
i learned that i have to think this for a while and then try to do it
too often today its sits too far over to #1 and the driver of this is the customer. too much capacity in the market
Learnt about selling styles, although I think you need an established client to start asking about their business goals and what is keeping them awake at 2am.
Thanks Nick, it is hard not to get into price wars if you know no different, but I see changes in the wind, thanks for your help
very good
customers want solutions not discounts
Can see the different levels you describe at work in examples of my different customers. I need more customers at level 4.
Interesting video and good contents
Importance of putting the customer's problems at the centre of discussions
I have always though myself as a responsive print provider, this video opens my eyes to becoming a solution provider and I will need to listen harder and open my eyes to the opportunities I am missing.
looking for a video sales value tool
A good reminder to listen to the clients & focus on their problems
Thanks
good!
Value propositions has to be the way foward for printers ...
This is a key component of how we've been able to grow our business over the years. Well done you.