<img class="aligncenter size-full wp-image-6133" src="http://beyondbridges.net/wp-content/uploads/2015/12/unique-selling-proposition-e1418250350839-653x339-1.jpg" alt="unique-selling-proposition-e1418250350839-653x339" width="653" height="339" />Good sales practice is to always sell value. Easy right?  But, Lawyers, Accountants, Plumbers, Electricians, Taxis, Personal Coaches ...... all sell their services by the hour.

I don’t want to buy 30 hours of my accountants time, or 512 hours of my web developers. I need my taxes done or my web site built. That’s what I am paying for. Unfortunately we are trained to think that way. It’s wrong. For both seller and buyer.

So, what is to be done ? Continue reading

            <blockquote>The key is to focus not on direct benefits such as profits or sales volume, but on the indirect benefits — better market knowledge and increased customer engagement.</blockquote>

True – but it still needs to be measured – and then tied back to fiscal returns – no ?

via In Sales, Social Media’s Indirect Benefits Matter Most – Raj Agnihotri – Harvard Business Review.