Where You Fit into the Sales Deal

People buy people.

When you are selling a product or service to a prospective customer, don’t forget that you need to sell yourself as well.

Too often salespeople get so focused on selling the value of their offering that they neglect to consider that the buyer needs to be convinced of the “value” of the seller too. A customer is much more likely to buy from someone they like and someone they can trust than a cipher with no personality or credibility.

Here are some qualities from value selling training best practices that you should project throughout your pitch:

• Conviction. If you can share with buyers your genuine belief in what you are selling, they will be more easily convinced of your product’s merits. 
• Flexibility. The deal is more likely to move forward if buyers see that you can flex not only in your working style but as conditions shift to help them succeed.
• Influence. Often there are other stakeholders who need to be persuaded before the deal is done. If your buyer sees that you have the power of persuasion, they will have more confidence in putting you in front of their colleagues.

Remember that you, too, are part of the value selling proposition.