Tip 32 is from Meredith Messenger and it’s about how to become an expert in your field and how to develop business acumen.
How have you developed your own business acumen and worked to become an expert?
Join the conversation below and learn more about Meredith.
Scott Ingram: Welcome back to the Daily Sales Tips podcast. I’m your host, Scott Ingram. Today’s tip comes from my new friend, Meredith Messenger. Meredith is a Growth Strategist who helps people increase their revenue through her custom strategy development training programs, workshops, and through her Selling with Soul podcast. Here she is with today’s tip:
Meredith Messenger: Hey, what’s up? This is Meredith Messenger, your sales messenger, growth strategist, and host of the Selling with Soul podcast. I’m excited to be here with you today sharing what I believe to be is a critical element of modern-day successful selling and that is business acumen. The idea of really getting to know your client, your target market on the deepest of levels, and having business acumen so that you’re able to provide the value that today’s modern buyers are looking for. Look, you need to get beyond your company brochures, the marketing materials that you’ve been given and immerse yourself in the industry, in the environment that you are selling it. You need to understand your potential client’s business almost better than they do. You need to read the industry publications. You need to attend the right events and learn. You need to immerse yourself in your buyer’s companies so that you can provide them with the insights that they need in order to be lead successfully through the buying experience.
Because today’s selling isn’t about having the best product, the best price. It’s not even about having drinks with the most important people, although that never hurts, but it’s about providing value and you cannot provide the value that you need and the leadership that your buyers require from you if you don’t understand the space at a really intimate level, so I strongly encourage you. In fact, I am begging you to become a student of your business. Invest the time, the resources, and the energy that it takes to become an expert. Is it a lot of work? Yes, it is! Does it go beyond understanding basic sales techniques? Yes, it does, but it is going to elevate you above 90% of your competitors out there. All of a sudden you’re able to inject value into every sales conversation that you have. You’re able to flip the conversation from being focused on you and your offering to providing value and that is going to do some amazing things for your sales.
It’s going to make your prospecting easier, it’s going to make your conversions higher and it’s going to translate into long-term partnerships with your clients that not only generate revenue for you and provide value for them, but retain well and develop into long-term relationships that you can count on and that my friend is a good place to be. I’m always here if you want some help to develop your business acumen and translate it into greater sales success. You can find me at any of the links provided in the show notes. I’d be glad to help until we talk. Again, I want you to remember that the world needs more of what you are selling. So get out there and get it done. Happy selling!
Scott Ingram: This tip is the perfect companion to Craig Rosenberg’s tip yesterday where he suggested opening a dialogue with your prospects with industry insights. That’s tough to do if you don’t have a deep understanding of their industry. So my question for you today is, how have you developed your own business acumen and worked to become an expert? You can share your comments and read those of others at DailySales.Tips/32. You’ll also find links to all things Meredith Messenger on that page as well. I’ll talk to you tomorrow.