The vast amount of information available via the web has radically altered the selling process. Potential customers can reference websites, blogs, LinkedIn, Twitter, Facebook, YouTube and other web-based tools to gather volumes of data before they ever reach out to a salesperson. If you are not careful, when that inquiry arrives, your response will convince them that your product or service is just like the other commodities they see all over the web and they …
Earning the customer’s commitment on your proposed solution often requires the successful completion of many intermediate steps that may affect multiple shareholders within the customer’s organization. Different stakeholders play different roles in the decision process with some being more influential than others. Here are 3 ways to earn commitment from the key decision-makers: 1. Be a partner, not a peddler Act as a problem-solving business person, a partner more committed to making them money than …
David and I were working to strengthen his company’s unique offering, the distinctive value proposition his company “owns” in the marketplace, when I asked: “When you propose a solution, you are making a promise to your customer. Do you understand the emotional bond created when you call it a promise?” “A promise?” he replied. “That’s a really jaded word these days. It sounds outdated or obsolete. Does anyone actually believe in promises much less use the word? “Promise” …
Successful sales people see themselves as problem-solving business partners rather than peddlers. Building enduring customer relationships is their objective, not selling without knowing how customers will benefit. Sales people who seek to be problem-solving business partners first learn what makes their company distinctive in the marketplace and how their unique offering makes money for their company. Then, they leverage this knowledge to produce quantifiable value for their customers. A customer’s current process is their competition. …
Growth is good. Failing to pursue it leads to stagnation and often demise. But what defines growth for your company? Is it revenue growth? Profit growth? Growth in headcount? The choice comes down to understanding what ultimate result you want from your growth. Why do you want to grow? Companies measure growth in numerous ways. In addition to the metrics mentioned above, there is growth in products or services, market share growth, growth in number …
