In today’s competitive marketplace (everything’s competitive nowadays), it is essential that salespeople position themselves as the central reason why your customer buys. By the same token, it is even more essential that your customer sees it that way!
So here’s the bottom line… what must you do to ensure your customer truly feels that you "bring something to the party" and are not just an added expense item? Let’s look at five insider tips that the top salespeople do regularly to enhance the value that they bring to a sales relationship:
It is pretty clear that there is more to it than this, though. What is it that you must do to guarantee that you communicate your personal value to your customer? Don’t presume that they will automatically know what that is. They have no reason to do so. So, let’s take a look at these three simple strategies to put into place in your sales career. These are clearly strategic in nature – the first five are tactical. And there is a significant difference between the two. Here they are:
There you have it. Five tactics and three strategies to guarantee that you will be seen by your customers and prospects as being a steal at any price – not just an added expense or a necessary inconvenience. The difference will be worth its weight in gold to both you and your customer.
About the Author:
Bill Brooks has been one of America's most in-demand sales speakers. Delivering high content, customized, one-of-a-kind programs, he has been called upon by the most professional and discriminating sales organizations from around the world.