Could your organization benefit from practical long-lasting sales development which can be used internally long after any training intervention is over?
- We know that people buy people. How can you help your sales people build first-class relationships with each of their different customers?
- And how can you help them be more effective at all stages of the sale?
- What if you could inspire your sales force to exceed their targets by helping them improve their attitudes, skills and behaviors?
Aristotle said that excellence is not an act but a habit.
Customers are looking for a salesperson who habitually adds value to their world, a trusted advisor who provides solutions to their problems. According to Neil Rackham, author of SPIN Selling, the business of sales has shifted from ‘value communication’ to ‘value creation’. This means that salespeople have to co-create continuous value for, and with, their customers.
No one can coach, advise, probe, challenge or direct without earning the right to do so. The starting place has to be the ability to create a relationship of deep and significant value with your customer.
But here’s the catch – ‘value’ looks different to every customer. Value needs to be in the customer’s terms. You need the skill and expertise to ascertain your customer’s style, needs, approach and his or her personal and professional drivers – fast!
Think about your key customers. How are your sales people varying their approach to meet the individual needs of each one? Can they describe in detail the unique approach they take to all of their interactions with customers? Would customers see them adding so much value at every turn that, as Neil Rackham suggests, they would delight in writing you a check for every touch you make?
When times are tough, the customer will likely call on his or her trusted advisor even more. The one who took the time to build a relationship of value right from the start and is now indispensable.
What are your sales people doing to help create and sustain outstanding relationships?
Our Insights Sales Effectiveness Program is an extensive program of development for sales professionals which is designed to explore a sales person’s mindset, capability and behavior at every stage of the sale.
For consult on our Insights Sales Effectiveness Program, you can:
- Call us at 203.856.3577
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