Take your service to the Top
To sell Value rather than commondities, you have to target the needs of senior executives of a client -organization
If you want to to engage senior executives, you must go beyondusing your normal skills of selling feature function benefits. Senior executive are looking for much more than what a productand service will do.
They will also go beyond the question of what it will cost to do business to do with you. What they are looking for is "what value" you bring to their business.
Selling value and value proposition are the new buzzeords bantered around by sales teams, but in reality; few salesexecutives can sell value effectively.
Having embrace the idea of selling value , sales people often take their newly learned skill to their regular client contacts, only to find it is busniess as usual. Client contacts are still determined as ever to beat down the pricre and commonditise whatever the sales people have to offer.
Sadly sales executive quickly discover that their contacts in middle to lower management are not interested in a value proposition. More than likely they ave encouraged from the abve to cut costs even further.what is the sales executive often does not relalise is that very few people can appreciate and "buy value" in today organization. Those who can are found well up the food chain, protected from the front line sales professional who is trying to deliver value added business solutions.
To gain access to and build credibility with the buyers of values, the sales person need to know what keep senior executive awake at night, understand their business thoroughly and what they value. Simply stated , the lower levels may be interested in your stuff, while the higher levels are interested only in their stuff.
continued
(TST recruit)
If you want to to engage senior executives, you must go beyondusing your normal skills of selling feature function benefits. Senior executive are looking for much more than what a productand service will do.
They will also go beyond the question of what it will cost to do business to do with you. What they are looking for is "what value" you bring to their business.
Selling value and value proposition are the new buzzeords bantered around by sales teams, but in reality; few salesexecutives can sell value effectively.
Having embrace the idea of selling value , sales people often take their newly learned skill to their regular client contacts, only to find it is busniess as usual. Client contacts are still determined as ever to beat down the pricre and commonditise whatever the sales people have to offer.
Sadly sales executive quickly discover that their contacts in middle to lower management are not interested in a value proposition. More than likely they ave encouraged from the abve to cut costs even further.what is the sales executive often does not relalise is that very few people can appreciate and "buy value" in today organization. Those who can are found well up the food chain, protected from the front line sales professional who is trying to deliver value added business solutions.
To gain access to and build credibility with the buyers of values, the sales person need to know what keep senior executive awake at night, understand their business thoroughly and what they value. Simply stated , the lower levels may be interested in your stuff, while the higher levels are interested only in their stuff.
continued
(TST recruit)
