And it is no surprise that as a salesperson you want to accomplish the same things in your sales career that VITO wants to do with their company. If you follow the rules you will get an audience and the sale. First let us define hard and soft value Hard value is demonstrated by tangible results that are easy to see and measure. Soft value results in changes that are difficult, if not impossible, to measure using numbers or percentages. Soft value includes increased image or greater reputation, a greater concentration on core business issues, less risk or worry, and greater peace of mind.
Soft value is articulated using descriptive words and or phrases.
Hey, I have got an idea. Now, let's get our equation balanced and add the element of time. VITOs are risk takers but they are not reckless. They will look at the upside and downside of every decision they are about to make and if the reward is greater than the risk they will take it every time. If you are writing a letter or e-mail, saying it in person, over the telephone or on voice mail you must paint the entire risk vs. reward picture.