Great article, April! But what you wrote about used car salespeople is not necessarily true. I used to sell used cars (Volvos) and never lied to anyone. I always differentiated on value, mainly safety and durability. Management withheld info on our trade-in cost, and I once sold a red s60 station wagon, a great and reliable used car, with a 7K margin! If I'd known, I definitely would've given the customer a better deal. Instead, I made a huge commission.
Obviously I'm talking about the car salesman stereotype and not actual car salespeople. I personally love the guy that sold me my last car and he did a great job on selling me the value prop!
I love this so much. Making crap up and/or trying to sell a value prop that doesn’t matter wins you no friends with clients and prospects. Never ashamed to have carried a bag. Wish more people did. Heard Tom Hanks Q interview and he said a writer should direct and act. An actor should write and direct. And a Director needs to act and write. Same applies here!!! No shame in (non used car) sales
April, this is my first of your newsletters (just subscribed) and you did not disappoint! Great information on differentiated value. Was an "ah-ha" moment for me. Have clipped this into my April Dunford desktop folder established since reading read your book a year ago. Look forward to your next newsletter!
Good article, April. Reminds me of an old joke: Q: What's the difference between a used car salesman and a software salesperson? A: The used car salesman #knows he's lying.
What a great example to explain the difference between value and differentiated value backed by positioning. Thanks for sharing!
Thanks so much!
Great article, April! But what you wrote about used car salespeople is not necessarily true. I used to sell used cars (Volvos) and never lied to anyone. I always differentiated on value, mainly safety and durability. Management withheld info on our trade-in cost, and I once sold a red s60 station wagon, a great and reliable used car, with a 7K margin! If I'd known, I definitely would've given the customer a better deal. Instead, I made a huge commission.
Obviously I'm talking about the car salesman stereotype and not actual car salespeople. I personally love the guy that sold me my last car and he did a great job on selling me the value prop!
Thanks for the comment!
Great post!
Any chance we will get an audible version of the book? I have already read/listened to Obviously Awesome a couple of times.
I'm recording the audiobook the week after next. It takes some time to work through the Audible process so I would expect to see it Jan/Feb.
Great that you are starting a regular newsletter. I'm waiting for your new book to arrive soon.
For me at least on interesting topic is how to make an organisation of experts work around the topic of upsell and added value.
Hey thanks for buying the book and let me know what you think! Also - good topic - thanks for the feedback!
Great to see you on Substack! Overdue!
Thanks! I had a newsletter a long time ago but gave it up in favor of book writing. Giving it another try for 6 months to see if I like it or not!
I remember but it has been a long time! Who knew we should have kept up with all the newsletter stuff.
Was it called Rocketwatcher?
Haha oh that was a very old blog I wrote about 15 years ago!! It's long gone!
Brilliant! Thanks for sharing, April! Love how you bring things back to the foundation of differentiated value.
Hey thanks so much!
I love this so much. Making crap up and/or trying to sell a value prop that doesn’t matter wins you no friends with clients and prospects. Never ashamed to have carried a bag. Wish more people did. Heard Tom Hanks Q interview and he said a writer should direct and act. An actor should write and direct. And a Director needs to act and write. Same applies here!!! No shame in (non used car) sales
Great points Anna!
April, this is my first of your newsletters (just subscribed) and you did not disappoint! Great information on differentiated value. Was an "ah-ha" moment for me. Have clipped this into my April Dunford desktop folder established since reading read your book a year ago. Look forward to your next newsletter!
Hey thanks so much!
Awesome article April. I just got glued in it cos I was both seeing lapses and how to do it better.
Thanks so much!
Thanks so much!
Love this and congrats on early book success :)
Thanks - I'm so happy to have the book out there!
Good article, April. Reminds me of an old joke: Q: What's the difference between a used car salesman and a software salesperson? A: The used car salesman #knows he's lying.
Haha - omg it's so true!