{"id":1325,"date":"2019-02-12T04:30:54","date_gmt":"2019-02-12T10:30:54","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=1325"},"modified":"2019-02-08T06:05:34","modified_gmt":"2019-02-08T12:05:34","slug":"sales-tip-24-3-things-all-sales-people-need-to-know-and-master-richard-hellen","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-24-3-things-all-sales-people-need-to-know-and-master-richard-hellen\/","title":{"rendered":"Sales Tip 24: 3 Things All Sales People Need to Know and Master – Richard Hellen"},"content":{"rendered":"

\"\"<\/p>\n

There are three things that all salespeople need to know according to Richard Hellen, in today\u2019s Tip 24.<\/p>\n

If you could only pick one of these three things that Richard talks about, so value proposition, understanding the difference between price, cost, and value, and having a sales process, which would you choose? Which do you believe is the most important?<\/strong><\/p>\n

Join the discussion below<\/a> and you\u2019ll find links to Richard\u2019s various social media profiles.<\/p>\n

Richard Hellen’s Website<\/a>
\nRichard’s LinkedIn<\/a>
\nRichard’s Youtube Channel<\/a>
\nRichard’s Instagram<\/a><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Richard Hellen. Richard is a John Maxwell\u2019s speaker, trainer, coach, author, and a 23-year army veteran. Thanks for your service, Richard. Here he is with today’s tip:<\/span><\/p>\n

Richard Hellen: There are three things that all salespeople need to know and master and if you master these three things, you’re going to close more sales. The very first thing you need to master and understand is your value proposition statement. Most salespeople sale from their \u201cwhat\u201d or their \u201chow\u201d but how you impact salespeople start with their \u201cwhy\u201d. Your value proposition statements, \u201cWhy should someone buy your products or your services?\u201d. The second thing that all salespeople need to know and master is \u201cunderstanding the difference between price, cost, and value\u201d. If you don’t understand the difference between those three, you will always sell on price or cost, and if you lose a sale, it won’t be because of the price or cost, it will be because you have not justified your value. And the last thing that all salespeople need to know and master, \u201cwhat is your sales process?\u201d. And the reason that’s so important is that if you don’t get a sale, even if you get a sale, and you don’t understand why you can’t duplicate it. So, there are three things that all salespeople need to know and master. Starting with \u201cwhat is your value proposition statement\u201d. Number two, \u201c<\/span>do you understand the difference between price, cost, and value?\u201d<\/span> And number three, \u201cwhat is your sales process?\u201d If you master those three things, I guarantee you this, you’re going to close more sales.<\/span><\/p>\n

Scott Ingram: My question for you today is, <\/span>if you could only pick one of these three things that Richard talks about, so value proposition, understanding the difference between price, cost, and value, and having a sales process, which would you choose?<\/span> Which do you believe is the most important?<\/span> You can join that conversation at DailySales.Tips\/24<\/a>. On that page, you’ll also find links to Richard’s various social media profiles. I’d really recommend following him. We actually connected because of a video he posted on LinkedIn and he’s posted three more videos that dig into each of these three things in detail. You\u2019ll find links to all of that DailySales.Tips\/24<\/a> then come back tomorrow to hear my tip for you on attending sales conferences. I’ll talk to you then.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"

There are three things that all salespeople need to know according to Richard Hellen, in today\u2019s Tip 24. If you could only pick one of these three things that Richard talks about, so value proposition, understanding the difference between price, cost, and value, and having a sales process, which would you choose? Which do you…<\/p>\n","protected":false},"author":2,"featured_media":1404,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-1325","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\nSales Tip 24: 3 Things All Sales People Need to Know and Master - Richard Hellen - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-24-3-things-all-sales-people-need-to-know-and-master-richard-hellen\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 24: 3 Things All Sales People Need to Know and Master - Richard Hellen - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"There are three things that all salespeople need to know according to Richard Hellen, in today\u2019s Tip 24. 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