Great sales happen when you bet on 'Value Selling'. And the value should be in the thick of the specifics and not in the thin of the generalities. Because customers always look for the elusive value that a seller brings to them. How do you do it?
I suggest a daring method. Try doing case studies by yourself and not be dependent on Marketing or outsourced consultants. Because I think if sales people cannot put in words their thinking and their methodology, they’re going to be hard pressed to verbalize it to the customer. Move away from the usual Marketing style : We sold this solution to 'X' customer, they loved it and hence you buy it from us.
You have to take the customer rung-by-rung through a flow of events that happened between the time they encountered a business pain, saw its impact on their bottomline or the manager's pride and finally unable to explore the right solution. So Here I AM !!
Easy said, isn't it ?!?
Subscribe to:
Post Comments (Atom)
Posts
1 comment:
Yes. but i would say, this approach is directly proportional to the time(exp).
I would call this approach as "whats is your story?" approach.the sales person has to develop his pitch as a story. present it like a movie. a great opening, well edited story, convey only the reqd, bringin in humor, and closing it with style.
Sounds easy, but needs time and lot of preparation and guidance and more imp the exp and confidence. ;)
Post a Comment