Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
Selling value.
What comes so easily to the top 6% and some of the top 26% is so very difficult for others.
Most salespeople have little capability to effectively build value. Talking about what your company does better or differently or telling a prospect what your value proposition is does not build value. Instead, value comes from 3 things:
- Uncovering the compelling reason(s) to buy and buy from you,
- Understanding the impact, ripple effect and cost of those compelling reasons, and
- Positioning yourself and company as the clear choice to help with numbers one and two. Then the salesperson becomes the added value.
Here are a few random thoughts accumulated through the combined efforts of evaluating more than 650,000 salespeople and training tens of thousands of others. In no particular order:
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