MAY
30
0

3 Components of an Effective Value Proposition

“ A value proposition is a clear statement of the business outcomes someone will get while using your service .” – Jill Konrath The terms “elevator pitch” and “30-second commercial” are outdated in comparison to value proposition. The words pitch and commercial imply a message from the seller with no concern for the buyer. You cannot capture and maintain people’s attention by focusing solely on what you do. I represent ACME fertilizer company and I sell great, cheap fertilizer. Great salespeople deliver value. Great salespeople understand the outcomes their prospects and clients desire. Great salespeople have effective value propositions that lead to sales conversations and higher closing ratios. Here are 3 components you must have in your value proposition: A reference to something your prospect measures . Things like; new client acquisition, sales revenue, average sale size, account attrition. Movement . Clients want you to change something. Will you help...
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1
  487 Hits
487 Hits
MAY
21
0

Are You a Sales Genius?

Look at where you are in your sales career. Are you working at your appropriate level, earning what you are supposed to earn, doing what you are supposed to do? Do you work in an environment of high expectations, or something else? If you are given permission to share your sales genius what would you tell us? Some sales organizations allow for maximum creativity, decision making, and autonomy ( see The Ritz Carlton’s $2,000 rule). Others demand conformity, and close adherence to the rules. Absolutely no coloring outside the lines.  To quote Seth Godin , “ there are no longer any great jobs where someone else tells you what to do .” The Sales profession needs your genius. You are capable of insight, invention, or connection that makes a difference that is unique to you. Share it. Spread it. Teach it.  Your Genius + Environment = Indispensable. Where are you...
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0
  459 Hits
459 Hits
APR
17
0

Are Great Salespeople Born or Made?

My answer: I don't know and I don't care (insert smiley face emoji). I'm not trying to be a wise ass.  I believe this is the wrong question to ask. Let's try these... What are your sales goals and objectives?  Have you assembled your sales team by choosing the right people with the right motivations and talents to achieve stated goals and objectives? See the difference?  Salespeople have personality DNA and you don't need a scientist or laboratory to figure it out. Recently I worked with a client who wanted to clone his top sales performer. We had the salesperson take a personality profile to learn more about their DNA. Doesn't it make sense to understand your top performer's traits, then look for the same when recruiting and interviewing?   When you look at the chart below and subsequent comments you get information about the motivations of the individual. The numbers...
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  585 Hits
585 Hits
MAR
26
0

10 Part Series - Must Have Sales Skills in 2018, Skill #3: Get to the truth...faster!

You presented a proposal to ACME Corporation ten days ago. The meeting was cordial and things seem to have gone well. An agreement was not reached. Now comes the waiting game. When will it close?                                                                           Why hasn’t it closed? Have you ever made a presentation that ended without a decision? “Let me think it over.” “I need to run this by Bob/Sue/Kenny/Jen.” “Call me in two weeks.” This is a problem prospects share with me consistently. It’s important to emphasize that there isn’t one cause for this problem. Let’s consider what may be happening when running into this stall. HubSpot brought to my attention the phrase “ the buyer’s journey ” which has significance...
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  475 Hits
475 Hits
MAR
12
0

10 Part Series - Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

“ My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table .” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of information about the buyer’s business and the seller’s product or service. It’s more informal than formal as each side assesses whether there is a level of trust and credibility to engage in a deeper conversation. A warm referral can speed up this process, otherwise you can take something from your education based marketing materials (blog post, relevant article about their business) to move the process forward. What happens next is often the place where sales are won and lost. In this series of blog posts about Must Have Sales Skills in 2018 the ability to question your way to the sale...
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  630 Hits
630 Hits