Sales Leaders Climbing the Value Ladder™ – Part 1
Sales Leaders, don’t be disposable – become indispensable (Part 1)
As a business leader, president or VP of Sales, do you often hear your salespeople say it seems everybody has what they’re trying to sell them? Well, it’s generally true that most people really don’t enjoy talking to a salesperson that’s focused on their own agenda. However, I also know that every person has problems that need fixing. So, your sales staff’s goal is to make sure they are adding value to their prospects and clients lives, becoming their indispensable problem solver.
It’s critical that we teach our sales teams to climb the Value Ladder™.
What does this value ladder look like?
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STEP ONE – Disposable The prospect/client literally throws in the trash – or sends to the recycle bin – what your salespeople are sending. Either it’s not what they want or need. Or, it’s outdated. |
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STEP TWO – Usable The prospect/client listens to what your salespeople have to say, and they are mildly interested. They even tell you, Well fine, send me a quote, I’ll take a look at it. |
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STEP THREE – Valuable Your sales person is doing something for the client that solves a problem very few people can. Your prospect/client isn’t wasting his time with your company’s proposal. In fact, the they believe that you will deliver on your promises. |
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STEP FOUR – Indispensable You’re salesperson and your company is the only one in the client’s life that can solve the problem. Your team is able to deliver on a consistent basis because of your support system. |
So, if the goal is to go from disposable to Indispensable, how do you lead your team in that process? One of the key components that I have found in my work with growth oriented companies, is that they have formulated a client-specific message prospects want to listen to.
In our next posting, l take a closer look at this message and how it can help you to make more sales.
Sales Growth Question: What can you do to inspire your team to think creatively about adding value to your clients’ sales experience?
Sales Growth Lesson: We need to learn how to become indispensable to our clients, so that we are the first person they call when they have a problem.
© Copyright 2011, Danita Bye Sales Growth Specialists, All Rights Reserved.
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