More Ideas from Bill James ~ Issue 27 ~ July 2016


Relevance is an important part of any approach and, by extension, the value proposal you want to introduce. To me there are two key components that many do not do well and they are outlined in my two feature videos.

If you master both you will be significantly more successful in gaining that immediate deeper attention from a prospect that will propel you forward in your sales process, lessen the number of objections you receive and lead to a quicker and more profitable sale.

Firstly we must make sure that the logical side of our proposal hits just the right spot.

Watch Video 1

We must do business at two levels – the head and the emotional levels. This video works at the emotive

Watch Video 2

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