PRICE BUYERS ARE DRIVING THE MARKETPLACE - NOBODY WANTS TO HEAR WHAT IS GOOD ABOUT CHOOSING ME & MY PRODUCT / SERVICE

Weekly Sales Perspective - March 31, 2008

I don't know that I've heard similar comments from as many salespeople as I am now ! I don't doubt their frustrations and exasperations. And I also understand that it is easy for someone to set outside and offer suggestions or make comments that hopefully allow you to have some perspective and recognize that you have to change what you do ! A lot of salespeople have gotten by with just their standard approach & presentation. And they have enjoyed some degree of success ! Now that the buyers of your product and/or services are becoming more discerning and cautious about how they spend their money (or the company's ), for whatever reasons; you are challenged to go beyond where you have ever been in providing measurable value. What do I mean ?

I mean you have to understand that the customer does not see the difference you see and feel about your product and/or service versus the competition ! What can you as the professional salesperson bring to the table as an individual and/or in conjunction with your support Team that will give the customer value that the competition doesn't offer ? As an individual or a Team, you need to brainstorm what you could do differently ! And it can't just be one thing ! It has to be several measurable differences and you have to continue to innovate as time goes by.

Why ? Because whatever you do the competition will find out and mimic !

And this is the point where most organizations and most professional salespeople lose it. They don't know how to provide the customer with measurable value beyond where they are now. Most don't have a clue ! Do you ? Start by putting yourself in the customer's shoes and think about what would be valuable to them. What would make their life easier and justify spending more dollars ?