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  • Home
  • Who We Are
  • What We Teach
    • Third Level Courses
    • Articles
  • Whom We Teach
    • Client List
  • How We Are Different
  • How To Work With Us
  • Books
  • Contact
  • September 8, 2012 Third Level Selling

    Introduction to Third Level Selling

    RA Potter Advisors helps elite service providers take their game to the next level. See more videos below

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  • January 11, 2012 Third Level Selling

    Becoming a Strategic Partner

    Third Level Concept: Becoming a Strategic Partner  Most service providers like to think of themselves as Strategic Partners, however only 5% actually achieve that status in the eyes of their clients. These elite service providers have the biggest and most profitable clients. They rarely compete on price, and they do well in good and bad markets. What do these elite providers do differently than the rest of us to win new clients and retain the ones they have? They engage clients at […]

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  • January 11, 2012 Third Level Selling

    Airbags: Why You Are Being Commoditized

    When I interviewed your clients, they told me that everyone was using almost the exact same message to win their business. I call theses undifferentiated messages, “Airbags.” No wonder you are being commoditized and being forced to compete on price, fees and rate. Once clients narrow their options to a short list of highly capable alternatives, nuanced differences in capabilities cease to be a factor in their final choice. Top competitors pretty much look the same. At this level everybody […]

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  • January 11, 2012 Third Level Selling

    10 Reasons Why Clients Choose You

    There are 10 reasons why clients chose one service provider over another. I have listed them here by hierarchy. Only one of those reasons is price. If you understand and can align to those decision factors, you will win and retain more clients and not compete on price, fees and rate. On the other hand if cannot build preference up the decision hierarchy, you are condemned to lose or compete exclusively on price.  

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  • January 11, 2012 Third Level Selling

    What is Value? What you don’t know is hurting your sales efforts

    What is value? Most service providers believe their value is in their capabilities, experience, services and solutions. Unfortunately it is not, and that is creating more obstacles in your efforts to build partnership with prospective clients. Once you realize that your value is in the client’s problems, it changes the nature of all of you customer communications; your conversations, your presentations and proposals.  

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  • Introduction to Third Level Selling
  • Becoming a Strategic Partner
  • Airbags: Why You Are Being Commoditized
  • 10 Reasons Why Clients Choose You
  • What is Value? What you don’t know is hurting your sales efforts

What We Teach - Who We Teach - How We Are Different

  • What We Teach

    What We Teach

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    Whom We Teach

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    How We Are Different

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