SVice President & Chief Accounting Officer, Site Centers
Search every verified Jeffrey Scott interview, podcast appearance, and on-the-record quote — each transcript cross-checked by AI and human review to confirm speaker identity. In a 2015 episode of his program "Growing Your Business," Jeffrey Scott discussed strategies for selling on value. He argued that Amazon has redefined customer expectations for quality, price, and service, making it impossible to compete on price alone. Scott advised that businesses must instead focus on understanding a client's priorities, goals, and emotional drivers, as well as identifying any "pain" the client is experiencing. Scott emphasized that trust is essential to this process, and that it is built by listening, asking questions, and acting in the client's best interest rather than overselling. He stated that when clients feel their interests are prioritized, they lower their defenses and share more information, which in turn increases their perception of the value provided by the firm.
“Amazon has taken us to a whole new place when it comes to Quality price and service because they give very good quality average quality sometimes but sometimes very good quality they give excellent service at a low price you can't compete on price that's a race to the bottom you can't compete with Amazon.”
“You have to compete on these three items you've got to develop value by focusing on these three items know what your client's priorities are and what their goals are.”
“You want to understand pain are they in some kind of pain a commercial client when they call you in you want them to be in some kind of pain otherwise they're just looking for price.”
“People make decisions with logic but they take action because of emotion you want to get to that emotional state with your client and develop the value based on their goals and their priorities.”
The “old saw” of price, service and quality is what used to define value. It used to be said that customers could control two out of ...
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