“There’s a lot of talk about adding value in sales these days, whether that be in the way that you’re prospecting or how you’re following up throughout the sales process.” – Scott Ingram in today’s Tip 108
Are there ways that you can make some of that experience relevant and valuable to your prospects?
Join the conversation below and go check all the links.
“The Real Value Add in Sales” – Sample Story #21
Episode 55: LeadIQ’s Top SDR – Jeremy Leveille
Sales Success Stories Book – Volume 2
Sales Success Stories Book
B2B Sales Mentors Book
Sales Success Stories
Sales Success Summit
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. There’s a lot of talk about adding value in sales these days, whether that be in the way that you’re prospecting or how you’re following up throughout the sales process. Now, over on the Sales Success Stories podcast today, I shared a story from the B2B Sales Mentors Book from Jack Wilson called “The Real Value Add in Sales”. I would’ve shared it here, but it would have broken the 10 minutes or less per episode rule that I have, so you’ll just have to switch over there to listen to the whole thing. Initially, he talks about how adding value doesn’t count unless it’s perceived as valuable to the recipient. So sending over stats and studies to back up the need for your solution that they would likely already well aware of doesn’t count. The story he goes on to tell to illustrate his point is incredible and the level we should all strive to achieve if we’re going to really call ourselves professionals. So go check that out. The one thing I’ll add here to the value discussion is that as much as you can, you should try to find ways to be yourself. You look at a guy like Jeremy Leveille at LeadIQ and there’s a link in the show notes at DailySales.Tips/108 if you don’t know who Jeremy is yet, he is the master of self-deprecating humor and making his prospects smile and laugh. Now that’s value. There’s also this thing they call “The Curse of Knowledge” and one version of this curse is the idea that there may be something that you know a lot about and because you know so much about it, it seems easy and second nature and you may not recognize how valuable that knowledge can be to other people. For me, that might be podcasting or publishing books, not that big of a deal, but to somebody that’s never done those things that want to what I know could be really valuable. My point is, think about the things that you know a lot about, and these don’t have to necessarily be related to your profession or industry even, but things that may have unique value to those you’re interacting with because of your depth of knowledge. Are there ways that you can make some of that experience relevant and valuable to your prospects? Anyway, something to think about. Now, Jack Wilson does a much better job with his story, so go check that out. And speaking of stories, we’ve just launched the crowdfunding campaign for the full second volume of Sales Success Stories, which will feature over 50 stories like Jacks, which will be released at the Sales Success Summit here in Austin next October. I hope you’ll consider supporting this campaign. All the details are at Top1.Fm/Book2 and you can get a bunch of preview access and a behind the scenes look at how all of this really comes together. Plus contributors of $50 or more will have their name printed in every single copy of the book as a contributor. So take a look Top1.Fm/Book2 then come back tomorrow for a really thought-provoking tip from my friend Ryan O’Hara.