Your clients want to deal with a winner as much as you do. You don’t set out to find the worst or most mediocre sales person when you have a requirement – you want the best! You discover their ability/inability only as they serve you and address your requirements or needs. Based on their performance you either accept what they’re delivering, lower your standard, or find a new provider. If they do well, you win and so do they. Coming in second or third place is only rewarded in the Olympics – not in sales. Your goal should be to win the business and your client’s loyalty and trust. Anything less just doesn’t count.
Follow these guidelines to BE A SALES WINNER:
- Assess what you provide, product or service, to ensure that it is unique (if possible) and of high value. If you don’t know what it’s worth, beyond price, you can’t sell value and you won’t be able tell a client why they should buy from you versus your competition.
- Determine what you’re not good at, don’t like doing, and isn’t profitable, and then STOP doing that. Do this one thing and watch your performance and profitability improve immediately! (Too many people try to be all things to all people and they end up nothing to no one)
- Ask your clients why they continue to deal with you versus your competitor. Asking this takes guts and is a little scary. Your mind is telling you not to do it because of the risk; yet, this is the only way you’re going to find out where your value is for that client. This will also reveal what you’re best at, and what you should be focusing on and promoting to others.
Follow these guidelines to LEVERAGE YOUR SUCCESS AND WINS:
- Do you have experience and expertise no one else can claim? If yes, are you claiming and stating it? If not, what are you waiting for? (If you don’t blow your own horn there’s no music)
- Does most of your new work come from referrals, endorsements and repeat business? If yes, don’t undersell yourself or apologize for your fees/price. If not, what should you do that entices and fascinates your clients?
- If you’re good, you should be paid for the value you provide, NOT the time you spend. This is a tough one for many sellers who live by a “pay by the hour” mindset.
For additional information on this concept, including a comprehensive exercise, please take a moment to read my previous blog on “What’s Your Value Proposition?”
“If you do not see yourself as a winner, you cannot perform as a winner.” Zig Ziglar
Ralph Kison
Awesome Article Ralph, what you stated is so very important, knowing your strengths and weakness and employing them to your sales proficiency. What are your unique qualities, what endering attributes gives you the edge over another sales associate? The ability to be cognizant and engage the probable purchaser in a conversation that will help them see WHY they should buy from you. Thanks Ralph and best regards.