In this section, we need to consider the following:
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Do you understand, how to connect all the possible solutions you offer, to the specific needs, values and expectations, of each customer?
This skill, is what separates, top sales professionals, from sales people.
Sales people, may know how their solution will support their customers, to operate optimally, but they don’t know how to connect the products benefits and advantages, to each customers specific and unique, needs values and expectations.
Sales is no longer about showing up with a canned PowerPoint presentation and delivering a one size fits all solution for each customer. To succeed in sales today requires a tailored approach for each customer.
This requires “WORK”.
Research is no longer a nice to have. It has become a crucial part of any effective sales process.
Deep knowledge about your solution, your markets and individual customers, is the best way to build your credibility and authority with your customers. When building your narrative, make sure that you build this expertise into your message.
Remember that your objective is to become an additional resource in your customers business and to show them how they will optimise their ROI, if they choose your solution.
“Your customers are looking for an additional resource, not merely someone, who has all the answers”.
In the case of my own business, I have a methodology, where I look to not just “TRAIN” their sales team. We do everything possible, to become an indispensable additional resource, to them so that we can fully integrate into their business.
My objective, when working with any organisation, is to become their go to resource, for anything sales related.
This includes the following:
As you know, none of the above is our core business, but we are so integrated into our customers businesses, that whenever they think any thing “SALES”, they immediately think of us.
The way we achieve this is by always doing way more than expected and we always deliver more value than the price we expect them to pay.
Think about your own industry, markets and customers.
Describe in detail, how you intend integrating into your customers businesses?
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.