The salesperson of 2009 will be one who can build solid relationships and keep current on clients need and industry trends. We must transform from a salesperson to a trusted advisor who improves businesses results. The extraordinary differentiators will be the pleasure of working with you. Salespeople must become problem solvers who understands their clients business model while at the same time have the ability to help them acquire the resources to reach their goals and objectives. Salespeople must get an understanding for why, how and when clients buy.
Most clients are satisfied with what they have because most people are happy with the status quote. It is your job to show them greater satisfaction because most people are never so satisfied that they don’t want any more satisfaction. Create a desire for your products or services by showing the client how they will receive greater satisfaction. Salespeople must plan their work and work their plan. Those who fail to plan, plan to fail. Execution is the key to success of your plan and how it will be lead. The critical function of a top salesperson is performing a business need analyses which will uncover problem areas unknown to clients. We must focus on helping our clients receive the maximize return on investment (ROI). Always focus on delivering value and one of the ways of creating value is developing a value proposition.
Monday, April 6, 2009
Subscribe to:
Posts (Atom)
