ventuREality.ca inc

This is a business consulting mentoring development company. Focusing on design, development, financial, marketing and operations. The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical silver bullets, but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that this isn’t something new. Mack Hanan firs...t published his landmark work, Consultative Selling, in 1970. Jack Malcolm summed up the book nicely in a review on his blog, with these points: Salespeople should talk about what a product does for the customer rather than what it is The essence of selling is not pushing products but transferring value to customers You improve your own profits through improving your customers’ profits It all begins with understanding your customers’ business The critical importance of creating long term partnerships at high levels