My good friend and fellow Sales Master, Ray Leone, shared some ideas from his new book, Ray’s Rules.

Business Model Analogy

Ray Leone

Always try to use your prospect’s business model to explain the value of your product/service. If I am talking to a prospect that is a Six Sigma company and they are trying to get my price down, I use the value triangle and compare it to the Six Sigma criteria.

If they are number one in their industry and I am number one in mine, but they are considering a small local provider, then I ask them, “Why are you number one?” The answer is always that they are the best at what they do. Then I say, “That is exactly why we are number one.”

If they have low priced competitors that buy business I ask, “Why does the competition feel the need to lower their price when they are competing with you?” The answer always is, “Because we are better and the only way they can sell against us is to lower their price.” Then I say “Why do you think my competitors feel the need to lower their price to compete with me?” I also add “ No one knows the value of their product more than the company selling it. They believe that the price they charge reflects the value of their solution/product.”

You got it! Now use it.

Till next time

Ray

Email us at [email protected]

A few more comments from past attendees of Sales Funnel programs:

The chamber always has great speakers, but Ray is the best I’ve ever seen. – L Tholen- Charlotte Chamber

Not one wasted moment – D Whalen – Lucent

The Million Dollar Round Table should hear this. -Wardlaw Life

PPS – Feel free to forward this to anyone that you feel would benefit. Better yet, tell them to sign up for Ray’s Rules under free e-zine on my website www.salesfunnel.com.

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FOR IMMEDIATE RELEASE

Guerrilla Selling author Orvel Ray Wilson earns Prestigious
Top5 Speaker award three years straight

Boulder, Colorado
January 17, 2012

Boulder, Colorado author Orvel Ray Wilson, CSP has been awarded the prestigious “Top5 Speaker” designation in 2012 by Speakers Platform, one of the United States most prominent speakers bureaus. Out of hundreds of nominees, Orvel Ray has risen to become one of the world’s most respected and compelling speakers in the areas of Sales and Customer Service.

Each year, Speakers Platform recognizes five speakers, within ten popular topic areas, based on: expertise, professionalism, presentation skills, original contribution to the field and public votes cast at the Speaking.com Web site. Over 13,000 votes were cast from business leaders, educators, association members and others from around the world for the 2012 nominees.

Orvel Ray, who lives the mountains west of Boulder, is an international keynote speaker, sales trainer and best-selling author on sales, marketing and negotiation. His take-no-prisoners approach is unconventional, entertaining, and devastatingly effective.

A 30 year veteran of the platform, he has addressed audiences large and small in more than 1,000 cities and 42 countries around the world. He’s a coauthor of the legendary Guerrilla Marketing series, with more than 22 million books sold worldwide in 67 languages, including Guerrilla Selling, Guerrilla Trade Show Selling, Guerrilla TeleSelling, Guerrilla Negotiating and Guerrilla Retailing.

In 2001, He was recognized as “Speaker of the Year” by Meeting Professionals International, San Diego. And he was voted one of the world’s TOP 5 SALES SPEAKERS for the past three years running.

Top5 Speaker honorees receive a distinctive crystal award, are highlighted at the Speaking.com Web site and are permitted to use the distinctive Top5 graphics and designation in their marketing. Best of all, most honorees also enjoy a boost in their event bookings.

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If you’d like more information about the Top5 Speaker award and/or to schedule an interview with Orvel Ray Wilson, please call Denise at 800-247-9145 or email [email protected]

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