Beyond Value Add…
OK, what’s the one thing you do, excuse the cliche, to ‘Add Value’ or ‘Create Value’?
It is such an overused phrase these days and almost had it’s day, don’t you think? However, to be fair, it does have it’s place, maybe in a different context though.
Your customers have the ability to research not only your product, but you as an individual, so demonstrating value must be forever present if you want to make it to any shortlist. Considering customers can Google a zillion pieces of information before buying, there now are additional responsibilities for B2B salespeople. One of those responsibilities is being able to turn the complex into the simple by leveraging your value.
Salespeople no longer have the luxury to tell and sell, no longer can they diagnose and say they don’t know; now they need to create and contribute to become even more commercial and help their customer become even more commercial. They need to peel back the layers and Give Value, Be Valued and Become Invaluable and all three of these stages are crucial in creating a real trusted advisor status as opposed to being seen as just a vendor.
- Get clear on the INDIVIDUAL value you provide to EVERY customer – you will never please all the people all the time, but you sure as heck can find unique ways to help them.
- Ensure your INTENT is to provide business value to the customer over and above product value, so sharpen your business acumen.
- Position yourself as both a global and local RESOURCE so you are both invaluable to the individual you are working with and their business.
QUESTION: Who are your top 6 customers? What did you do to give value, be valued and become invaluable to those clients this time last month?
Be Bold and Brilliant!
Bernadette McClelland is an expert in sales conversations that drive value and deliver million dollar results. Contact her office now on 1300 935 226 or [email protected]