Demonstrating Value (Part 3 of many many planned posts)
The biggest myth in sales is your value as a sales person is derived from your knowledge product or services. That statement is so powerful, read it again.
The biggest myth in sales is that your value as a sales person is derived from your knowledge about product or services.
Most sales training teaches salesmen to know everything about their product and services. Quote a prospect on the spot or answer all questions about what you are selling (regardless of how minute). Sales people must be very thorough, talk about their brand, about your product and its history. Nothing could be further from the truth.
Knowing your product is all about you. All the prospect is thinking is me me me. Add value by showing:
- Insight into an area they may have previously overlooked
- Listening to their concerns
- Asking thought provoking questions.
Sales is all about QUESTIONS. Some examples of questions you might like to ask:
- Who is responsible for XYZ growth in your company?
- How are you currently increasing your customer base?
- What future initiatives will you be pursuing to increase your XYZ levels?
- What do you know about your XYZ user base?
- What are you currently doing to address XYZ issue?
- Does the business have a detailed view of XYZ?
- How do you intend to increase XYZ for your business?
- How are you going to compete with company XYZ in XYZ
All of these are examples of thought provoking questions that tie into the core values of a product. What are some questions applicable to your services? Take your core values and incorporate them into these questions.
