Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe that this can be achieved. They view that they must live in the world of trusting what the sales team tells them and then adjusting it at the actual close of results at the end of the month. With a little bit of focus, this can be avoided.<\/p>\n
Here are the three areas that will come together when you define them clearly and execute effectively. The three are:<\/p>\n
Many people are saying that sales is different today. I tend to disagree. If anything has changed, it is from the buyer’s perspective. With the wealth of information available today, buyers are much better educated and prepared to engage with you to discuss their needs and learn how you can help. At the same time, the sales organization has much more access to data and information about the prospects and customers. This enhances sales\u2019 ability to relate to the prospect or customer. But often times they don’t. Sales still has the requirement to understand the customer’s business and be able to “qualify” the specific need that they have. When the prospect or customer is far more knowledgeable, then the sales rep must be better prepared with their qualification approach to demonstrate their understanding of the customer’s situation. They must speak the language of the customer.<\/p>\n
So here is a brief discussion of these three areas to perfect.<\/p>\n
1)\u00a0\u00a0\u00a0\u00a0 Know your VALUE or the RESULTS you produce on behalf of your customer<\/span>. 2)\u00a0\u00a0\u00a0\u00a0 Focus on how your target customers buy solutions in your space<\/span>.\u00a0 Understand how they determine their need, assess alternative solutions, and go through the buying process.\u00a0 Many sales organizations build a sales process to track opportunities around the way they want to sell \u2013 not the way the customer buys.\u00a0 This tends to put you in the mode of selling rather than helping the customer buy. Helping them buy shows the customer how you, and only you, can meet their requirements and help them succeed.<\/p>\n 3)\u00a0\u00a0\u00a0\u00a0 Develop the skills of the sales team to represent you value through the buying proc<\/span>ess.\u00a0 Today\u2019s B2B selling requires good conversational skills.\u00a0 You need to have the ability to demonstrate your understanding of the prospect\u2019s business, uncover what is causing the need, and be able to discuss \u2013 in business terms \u2013 how your organization and solution(s) can help.\u00a0 Sales must have the skills and ability to understand your value, and translate that into what it means to the customer\u2019s business.<\/p>\n These are the three things to drive predictable sales results. Master these and your business will grow.<\/p>\n","protected":false},"excerpt":{"rendered":" Over the many years that I have been in the sales world, I have learned that there are three things that, when put together effectively, can drive very predictable sales results. Many sales leaders that I talk with can’t believe … Continue reading
\nValue equals results.\u00a0 Value equals the outcomes your solutions produce for your customer.\u00a0 This is beyond features-functions-benefits. To be good at Value, you must understand how your solutions make your customer\u2019s business or operations better. When this is known, you have a better ability to develop your understanding of their specific and unique requirements.\u00a0 When you understand what they need, you can more accurately articulate what you can do for them \u2013 in their terms!<\/p>\n