How far can you and your team improve, right now? 10% 20% 30% higher?
Customers only ask 4 questions
Submitted by Paul Burr on Thu, 02/10/2008 - 13:34
In order of priority.....
1. Can I trust you?
2. What value do you bring to the table?
3. Is it (or are you?) right for me?
4. So how does it work? (or will we work together?)
And yet most technology companies drag all their sales people away for regular Product Training.
Moderate performers train their salespeople in:
- feature/benefits of their technology
- business cases that provide a (USP) unique selling proposition.
These companies lose out to top performers (even those with inferior USP's).
Can you see how?
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Responsible for renegotiating a £50M pa contract within 9 months. The client achieved the £50M target within 11 weeks from commencement of the coaching programme.
Account Director (now a Vice President)
Comments
Trust comes in 2 parts....
Your
1. Integrity - do what you say
2. Capability - underpromise and over deliver....
yeh?
Know when to flirt - 1st
First: You need to know when and how to flirt with your value propositions.
Before that, do you know your customer's key business drivers?
Here are examples:
• Cost Down
• Revenue/Market Share Up
• Agility/Speed
• Security
• Governance
• Product/Service/Cost Leadership
• Other (eg Technology, New Business Models)
So what are your customer's priorities and what does your product/service/idea do to deliver value in each?