Climbing the Value Ladder™ – Part 2

Don’t be disposable – become indispensable (Part 2)

In our previous posting, we established that it’s critical for your sales team to move from a disposable irritation to an indispensable part of your client’s value ladder. However, in order to become indispensable, your sales people may need your help.

No-one likes to fail. It feels good to succeed, but some sales people have perfected doing the wrong thing well. What do I mean?

Let’s say your sales team’s target is to make twenty cold calls in a specific time-frame. They make the calls. Do they get any appointments? No. Do they feel they have failed? No, because they reached their target of making twenty colds calls within the set time-limit. They feel successful because they’ve checked the 20 calls off their ToDo list. So, how can you help them turn this apparent failure into opportunity and success?

Your salesperson only has a few seconds to grab the prospect’s attention. Here are some steps you can share with your sales team to ensure they communicate a message to your prospects that delivers results.

Your sales person can create value by using a client-specific message that makes prospects feel they want to spend time with him. (They believe has a solution for their problem.)

Listen to your salesperson’s pitch. Does it sound as if he is reading from a brochure or has he researched carefully what he’s going to say to the clients/prospects, taking their unique situation into account?

If your team can’t get a strong message to your prospect, they will never get the first meeting. Conduct regular brainstorming sessions with your sales team to explore non-traditional ways of communicating your message.

In our next posting I will give you some more examples of how you can help your sales team to make the most of their sales message.

Sales Growth Question: What are you doing to ensure your sales team understands the importance of the message they deliver to their prospects?

Sales Growth Lesson: Client specific messages that are well researched add value to your sales strategy.