If you’ve worked with us at Force Management, you know that we pride ourselves in providing clients with sales consumable tools, items that sales representatives can use immediately with their current and prospective accounts.
What good is a training session if you can’t walk out of it with something you can actually use day-in and day-out? Here is a post that is sales consumable. Read these three steps and use them on your next sales call.
1. Uncover Customer Needs
The foundation for selling on value is the ability to discern what your customer really needs. It’s a crucial part of building the customer relationship and quantifying the customer’s pain points and business objectives.
2. Articulate Value and Differentiation
In your sales conversation, talk about what you do in the context of the problems and business objectives that you uncover. Also, make sure you do it in a way that differentiates you from the competition. Discussing features, functions and differentiators that aren’t tied to customer pains and business objectives make you sound like you’re not listening or that your product is more than the customer needs and therefore, too expensive.
3. Negotiate Value
Negotiating Value requires a compelling business case that compares the cost of the solution against the cost of the problem. When you’ve qualified the cost of the customer’s pain early in the sales cycle, it’s much easier to preserve your margin. As a seller, when you uncover needs, then articulate value and differentiation in relation to those needs, negotiating becomes less difficult.
Remember, a key part to a successful sales call is having the necessary information to sell your customer on value rather than on price or product features. These three steps will help get you there. Let us know how you did. We love to hear success stories.
