ARE YOU A TRADE UP OR TRADE DOWN?

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MEREDITH'S MUST READ OF THE SUMMER!

While I love "chick lit" as much as the next girl and plan to take in as much as possible this summer on my beach vacation, I have a new sales book that is a MUST read for every salesperson, sales manager and business owner who markets and sells to consumers.

"Treasure Hunt -- Inside the Mind of the New Consumer" by Michael J. Silverstein with John Butman is one of the most interesting and insightful business books I've read in a long time. Go to Amazon.com or Barnes and Noble and order it today!

For Business Owners
Consumers today want products that either Trade Up or Trade Down. They don't want the middle! They either want to pay a premium for a premium product like a Lexus automobile, a Coach purse or gourmet food from Whole Foods, OR they want super value at a super price from Walmart, Target or Costco. Forget the middle priced, middle value products. Go for a trade up or down product. Fascinating!

For Sales People
Start thinking about how you can present your product as either a Trade Up or Trade Down. It is possible to take the same product and position the features and benefits depending on your target market. Practice presenting and demonstrating your product as either a premium product with premium features OR as a super value with less bells and whistles but with tons of quality.

For Sales Managers
Help your senior management position new products as a Trade Up or Trade Down. Inject this thinking into your new product research and development. Drill your salespeople on how to position your product. Read the book and present the highlights at your next sales meeting. It's eye opening!

Stay tuned for a new sales training class for New Home Sales Associates applying this material. There is tons of application here for home builders.

Meredith's Fall/Winter Schedule -- Only 4 spots remain for the remainder of her 2006 speaking calendar. If you want Meredith to train your salespeople, call Amy Willoughby, Event Coordinator, today! #321-285-1660 x 3 or amy@creatingwow.com.

Meredith Speaks at SEBC Sales Rally -- Don't miss Meredith at the Southeast Builders Show Sales Rally, August 4, 1:00 pm. Go to www.sebcshow.com for more information.