“Are you able to add value throughout the sales process is what makes you valuable to the buyer.” – Meshell Baker in today’s Tip 1572
Are you able to add value to your sales process?
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1543: The ABC’s of Sales – QUESTIONS
1550: The ABC’s of Sales – REFERRALS
1555: The ABC’s of Sales – SUCCESS
1561: The ABC’s of Sales – TENACITY
1567: The ABC’s of Sales – UNCOMFORTABLE
Meshell Baker on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker, the Sales Confidence Igniter, is back with the next installment of her multi-part series. Here she is:
Meshell Baker: Hello and welcome to the ABCs of sales. Today’s letter is V and V is for Valuable. Valuable is defined as worth a great deal of money, extremely useful or important, a thing that is of great worth. I also want to give you some synonyms because understanding what a word truly means allows you to operate and distinguish it as part of who you are as a top performer and a top seller.
So the synonyms of valuable are beneficial, expensive, helpful, important, prized, profitable, relevant, scarce, treasured, useful, worthwhile. Those are just some of them. So ask yourself, would people describe you as any of these words? Because once you become valuable, you are value able, said another way, which basically means you are operating in the principles of a value-based seller. And what this does is allow you to be someone who actually closes more deals, focusing on your buyer and your buyer’s needs. And what’s valuable to them is what’s most important and what leaves lasting impact. It gives you referrals, recommendations, and repeat business. You will not grow a thriving pipeline without the assistance of the people you’ve already closed deals with. And that means you must be valuable to them before, during, and after the sale. And when I say before, I mean do your homework.
So number one is do your homework. How much do you know about them? How much do you know about their competitors? How much do you know about their current situation and why they need you? You may not have all of this information when you walk into the sale, gather as much as possible, and be willing to be honest and authentic when you don’t have the information. Winging it and lying that you know something immediately will kill your ability to be valuable. Statements like, Hey, actually, I tell people, Thank you, I didn’t know that. You just helped me to learn something new. How soon do you need that information? And do you want to reschedule, tell we have this information, or can I keep gathering and keep moving forward.
Be honest. Don’t jump into the sales pitch too early. Ensure when you’re valuable, you’re actually taking them down a question, answer, a finding, and discovery that will lead them to want to know more. And the closing or the opportunity to propose will appear seamlessly. Communicate how your product provides the solution. Why you see it’s important. Again, you need to gather beforehand. Focus on teaching instead of selling, showing them how the solution will help them to generate more of whatever the outcome is they’re desiring.
And then again, guiding them through the process, keeping it personable. So as much as possible, stay as this is. Remember, people buy for emotional reasons and they justify with logic. Behind every sale is a human being, a human being who wants to feel important for making a good buying decision. So that’s why the personable approach is relevant to you being valuable.
And add value during every interaction. Every time you connect with them, you want to be a walking FAQ. Now, when you’re early in your sales career, you’re new to a product or service, you’re not going to necessarily be able to be an FAQ. And learning as much as you can over time is going to help you become that. This is why people tend to stay in certain industries so they can become very well known.
So again, are you able to add value throughout the sales process is what makes you valuable to the buyer. Have a great day selling.
Scott Ingram: If you’ve found Meshell’s tips to be valuable for you. Do us both a favor and click over to DailySales.Tips/1572. Follow the link to connect with her on LinkedIn and drop her a quick note to say thank you. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!