TEC – Value Added Selling – Chuck Reaves

T E C An International Organization of CEOs Resource Presentation Summary Value Added Selling Chuck Reaves Price Is Never The Reason   No single customer in recorded history has said “your price is too high” and really meant it.   When customers say your price is too high, they really mean they don’t perceive...

TEC – Using Pricing as a Strategic Tool – Eric G. Mitchell

Using Pricing as a Strategic Tool Eric G. Mitchell   THE PRICING PROCESS   The following five factors should be considered when establishing a pricing strategy:   COMPETITION:    Who is your competition? How many competitors do you have? The number of competitors you face can often be more important than who they...

TEC – The step-by-step strategy for capturing new business – John Asher

TEC AN INTERNATIONAL ORGANIZATION OF CEOs RESOURCE PRESENTATION SUMMARY THE STEP-BY-STEP STRATEGY FOR CAPTURING NEW BUSINESS JOHN ASHER Marketing is everything you do before you meet with the prospect face-to-face. Sales is when the salesperson walks through the door and tries to get the prospect to buy. People do business with people....

TEC – Profits through Sales Distribution Design – Jim Bleech

The “E” Predicament: Profits through Sales Distribution Design   THREE-LEVEL COMMODITIZATION Most product and services start out as a solution, but over time they all move to a commodity. Personal computers are a perfect example. In the early ‘90s, they cost several thousand dollars. Now, some companies are...

TEC – Overcoming Resistance to Change – Jerald M. Jellison

Overcoming Resistance to Change Jerald M. Jellison, PH.D.   INTRODUCTION   When you have politely asked someone to do something for you more than once but you don’t get the behavior you want, you have encountered resistance to change. In each case you give the person reasons and explain why...

TEC – Managing For Results – John McNeil

Managing For Results John McNeil   INTRODUCTION   The single, most effective motivator of individuals in organizations is clear objectives. This fact has been known since Roman times, but it continues to be overlooked throughout the history of man. If people know what is expected of them, they will attempt...

TEC – Managing Change Part 1 – Peter Schutz

Managing Change Part 1: The Porsche Story Getting Things Done! Peter Schutz   INTRODUCTION   Management has three major components: people, process, and structure. Success does not consist of finding and hiring a group of superstars and turning them loose. Rather, success depends on getting extraordinary results from ordinary people...