Our trainers, Bryan Neale, Brooke Green and I sat in a room last week and talked about 2009. Less ’strategic planning’ and more ‘future of training.’ One thing we concluded is that our selling system might be outdated–along with the hundreds of other sales programs.
Not to the point of trashing it. But to the point of modernizing it.
What Makes Us Think That?
Simple. People are buying differently now. Think about your current sales approach–and your results with that approach. The million dollar question: Are you getting the results you’ve dreamed of with your current sales strategy? Are your tactics cutting edge? Does your approach leave the prospect ‘demanding more?’ (Or, are my questions now starting to insult you?)
It’s amazing how we dilute a sales strategy to the point where it’s so uncompelling it’s boring. And then we wonder why people don’t buy from us.
Are You Demonstrating Value?
The question in the post title is still valid. How do you demonstrate value? Or do you? Is it easier for your prospect to say “no” or “yes”? Show me your pitch and I’ll give you the answer.
We hire sales people who are outgoing–translated: They talk a lot. But is that truly the skill you want them so have? When they’re talking, are they saying anything, or just talking?
When you’re talking, you’re not demonstrating value. Your talking about your value. A huge difference.
2009. A Year To Get Serious About How You Communicate Your Value
Your goal for 2009- a year which is the most uncertain I’ve seen in 30 years–should be to improve your skills (dramatically) in demonstrating your value–not just talking about it.
TIP: You can do it through stories–through case studies–through giving your wisdom away (at least a little of it)–through the diagnostic you take the prospect through to see if there’s pain (it has to be more than merely a list of questions)–through a podcast where you talk about challenges and how you’ve fixed them with clients–through a live talk/seminar where you educate your prospect to the challenges they face–on and on the list goes.
But all of these demonstrate you know how to a) recognize/identify the customer’s problem and b) how to bring your solutions to bear to fix it.
Much better than just talk.
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