There are three things that all salespeople need to know according to Richard Hellen, in today’s Tip 24.
If you could only pick one of these three things that Richard talks about, so value proposition, understanding the difference between price, cost, and value, and having a sales process, which would you choose? Which do you believe is the most important?
Join the discussion below and you’ll find links to Richard’s various social media profiles.
Richard Hellen’s Website
Richard’s LinkedIn
Richard’s Youtube Channel
Richard’s Instagram
Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Richard Hellen. Richard is a John Maxwell’s speaker, trainer, coach, author, and a 23-year army veteran. Thanks for your service, Richard. Here he is with today’s tip:
Richard Hellen: There are three things that all salespeople need to know and master and if you master these three things, you’re going to close more sales. The very first thing you need to master and understand is your value proposition statement. Most salespeople sale from their “what” or their “how” but how you impact salespeople start with their “why”. Your value proposition statements, “Why should someone buy your products or your services?”. The second thing that all salespeople need to know and master is “understanding the difference between price, cost, and value”. If you don’t understand the difference between those three, you will always sell on price or cost, and if you lose a sale, it won’t be because of the price or cost, it will be because you have not justified your value. And the last thing that all salespeople need to know and master, “what is your sales process?”. And the reason that’s so important is that if you don’t get a sale, even if you get a sale, and you don’t understand why you can’t duplicate it. So, there are three things that all salespeople need to know and master. Starting with “what is your value proposition statement”. Number two, “do you understand the difference between price, cost, and value?” And number three, “what is your sales process?” If you master those three things, I guarantee you this, you’re going to close more sales.
Scott Ingram: My question for you today is, if you could only pick one of these three things that Richard talks about, so value proposition, understanding the difference between price, cost, and value, and having a sales process, which would you choose? Which do you believe is the most important? You can join that conversation at DailySales.Tips/24. On that page, you’ll also find links to Richard’s various social media profiles. I’d really recommend following him. We actually connected because of a video he posted on LinkedIn and he’s posted three more videos that dig into each of these three things in detail. You’ll find links to all of that DailySales.Tips/24 then come back tomorrow to hear my tip for you on attending sales conferences. I’ll talk to you then.