“Position yourself as a respected advisor by bringing value to every interaction.” – DJ Sebastian in today’s Tip 1212
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:
DJ Sebastian: Equal Business Stature. To effectively advance sales opportunities, it’s important to gain access to your customer’s top executives and to make the most of your time with executives. You must strive to attain Equal Business Stature. What’s that? Well, Equal Business Stature is not about having your title be at the same level as that of your customer’s executives. It’s about understanding your customer’s business, how you articulate the key areas where you can help your customers achieve greater results, and how to show a command of what you have to offer.
Here are three keys.
It means expertise. When you have Equal Business stature, you possess a certain level of expertise about your customer’s field or industry. It means a keen understanding of your customer’s business, their overall strategy, and key initiatives.
A knowledge of their position in their industry, how they compete against their competitors, and how they are perceived in the marketplace. It means solutions that deliver.
You must have a solid understanding of how your solution can deliver substantial benefits to your customer, how they will achieve those benefits, and how you will help them along the journey. It means your ability to articulate you can achieve Equal Business Stature when you can articulate in a strong, confident manner.
Don’t let your customer executives conclude that you are subservient to them. Position yourself as a respected advisor by bringing value to every interaction. If customer executives consider you to be lower in stature and they sense that you’ll just waste their time, they won’t engage, you’ll be shuttled over to someone at a lower level, someone who does not have the vision, the incentive to make things happen, or the decisionmaking authority you will need to advance your opportunities.