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, Brave and Brilliant
Bernadette McClelland is a Keynote Speaker whose message for businesses, sales teams and associations is based on mastering 'absolute certainty in an environment of absolute uncertainty'.
Her signature keynote 'ABSOLUTE CERTAINTY - FINDING YOUR BRAVE' is ideal for those environments looking for fearless leadership, shorter sales cycles and higher performance.
Her business, 3 Red Folders is a sales force development company headquartered in Melbourne, Australia designed to create sales centric cultures through sales strategy, process and psychology.
She is an award winning speaker, coach and author having proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, recognised as one of the Top 35 Most Influential Women In Sales globally and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.