Building Value: The real MVP
The biggest struggle most sales people have is truly building the value of their product, service and/or solution. I've came across salespeople of all walks of life.
This includes exceptional phone sales people, pavement pounding professionals, prospecting superstars and door-knocking artists. However, the one glaring weakness on all of their processes and procedures is that they lack the ability to build value. They simply provide a price that beats the competitor, or price sell and drop the price to win the account. This isn't true salesmanship. You need to build the value of your product, your service and your solution. Let's look at it.
Let's say you do a fantastic job of getting an opportunity to discuss your product, services and solutions with a gatekeeper, a decision maker and C-level executive. That's great! Most people actually don't struggle with this type of activity. This isn't the problem. The problem is pitching benefits and features out of the gate, they go into "selling mode" too soon. What happens when you do this? You're seen as a peddler and looking for commissions rather than providing the business with a solution that helps them operate more efficiently by reducing expense or increasing revenue. The value comes in providing them with a solution that will do one of the three, two of the three is great, but the magic is in helping the business accomplish all three aspects of the Closing Continuum.
How to build value:
There are five simple steps to start building value, which I have used for close to nine (9) successful years now in my B2B sales experience. I like to take these 5 simple steps to start the process of building value.
The 5 steps are 5 questions. Simply walk your prospect through 5 questions and you'll find yourself in a position to help them solve their business challenges.
Once you accomplish this basic 5 step value-build process, you are now in a position to continue your sales process, and move onto the close. I'll reveal more of the selling process and work you to the close in later articles. Continue following me for more information on successful sales approaches and ethical closing.
Your Friend & Favorite Consultant
Curtis DeCora is the Chief Executive Officer with Optimize Business Solutions and also a Senior Account Executive with Integra Business. The experience and expertise is backed by 8 years of B2B sales, starting 44 small businesses, and helping clients save an average of $9,381/year.