Don’t bombard your clients with “noise” about your products and services. It will only confuse and annoy them.
Instead, spend your time identifying what your client wants and needs. Then follow effective value selling training guidelines. Your client doesn’t want to know what your offerings can do in general; they want to know specifically what it can do to help them to succeed.
- Learn about your client’s marketplace. Get a good grounding in what problems your clients face every day. Know what threatens their immediate and long-term future. Validate that you have accurately understood their situation.
- Get a clear picture of how your offering can solve your customers’ most pressing problems. If there’s not a good fit in terms of value, priority or approach, move on to a customer who truly needs you.
- Clearly set yourself apart from the competition. Assess the competition and be sure your offering is well differentiated so your customers buy for value rather than for price.
- Craft a compelling strategy and message that shows your clients how your solutions will support their success and improve a critical business metric.
No comments:
Post a Comment