A few days ago, Bryan Neale wrote a great sales training post, even though he didn’t call it that. He talked about his lessons from 2008. I say it’s a sales training post because every sales manager (and you aspiring sales managers) should use this as the first sales meeting topic of the year.
In that post, he bulleted several lessons, one of which was, “People will pay for things that make their life better.”
During slow times, this might just be your secret key to riches. You must be exploring your value deeper to see how you make the lives of your customers better. Do you?
At Your Next Sales Meeting….
Spend 2 hours (that’s right two hours–this is important stuff) on a list of ways that buying your solution will improve the life of your clients. It could be from the standpoint of economics ($$), or reputation, or customer acquisition, or well-being.
But take furious notes. What you’ll find is that you’ll hit on things where you bring value that have been previously undiscussed.
2009. A Year of Value
We’re living in a year of value–people will pay for it if it’s there–and will skip it if it’s not. Lowering your price does not bring value. Doing “going out of business sales” doesn’t either. Spending your energy claiming victim won’t either.
Communicating the benefits of your product does.
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Great idea to dedicate time on why buying your solution will improve their life. It is time very well spent because it will also help them get in touch with the pain they have if none of these are addressed.