Tuesday Tips

Let’s Talk About Sales 

Most any sales skills training can be summed up like this: Shut up. Listen, Ask Questions.   

As salespeople we tend to talk more about Our Stuff.  One common trap is convincing the prospect that we will “Add Value”.  Really? 

Imagine the scenario.  You are in a competitive situation.  Your prospect is nodding her head and saying all the right things. You feel you are in the lead to close the business.  You start convincing by demonstrating the “added value” you deliver. 

When salespeople say “added value” it is usually the salesperson’s agenda.  It means more “Features and Benefits.” More of our “Stuff” that we will throw in to get the business.  Imagine this conversation between a salesperson and a prospect:  “Here is the Value-Added aspects of our solution.  In addition to the basic solution, you get; Blah, Blah…….Blah, Blah, Blah Blah.  I think you will agree that our Stuff has more Added Value than you would get from our competitors.” 

One problem here is that many salespeople use a common buzzword (Added Value) as an excuse to TALK MORE ABOUT THEIR STUFF and their features and benefits.   

When discussing Value Added in our terms, the prospect hears one thing: our stuff, not theirs.  Major disconnect. 

Here is how we can turn things around and not fall off the cliff of talking and not listening.  It may sound like this: 

“It sounds like you would like to explore our solution.  Am I hearing you right?  Let’s not focus on us right now.  Let’s talk about how your company measures value and success.  If we are to work together, what would we have to accomplish to make this successful.“ 

Here are some more questions: 

Who else should we include in these conversations as we talk about budgeting for this solution? 

How would they measure success? 

What happens if you don’t do this?  What is the impact on the business?  

Value for a business will be measured by the metrics they use to drive their business. 

Real dollar impact. 

• Cost savings 
• Revenue enhancement 
• Risk protection 

What impact will your solution have on Their Stuff?  If we are going to state “Added Value” let’s discover how the prospect’s company measures value; “Their Stuff”; not our “Our Stuff.” 

If you find yourself going down the rabbit hole of Added Value, stop talking, ask questions, and listen how they measure value.  If you can connect to their value drivers, you win. 

Quote

“If you had to identify, in one word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be “meetings.”

Dave Barry