“Don’t be afraid to take a chance and actually be valuable to your customers.” – Chris McNeill in today’s Tip 954
How do you bring value to your customer conversations?
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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 my 5 am walking buddy, Chris McNeill. Chris is a Sales Director at Infinite Convergence Solutions and I think he was also hoping I would compliment his hair or something. Here he is:
Chris McNeill: I believe that one of the fundamental values I provide my customers is perspective. I operate outside of their businesses, and I have different points of view on the market in which we operate. I know what regulations are relevant, I know what my competitors are up to. And sure, whatever SaaS solution I sell holds value. But I also hold value with my customers. Being knowledgeable on the market conditions that impact someone’s business, it’s table stakes at my level. I found real success by going a step further, I’m willing to offer prescriptive advice and engage in a discussion that’s more broad than just how my widget will save them some pennies.
Strangely enough, most of my competitors are unwilling to take the inherent risk in that approach, and it shows in the relationships that I’ve established. Years ago, I even told the customer that my organization was no longer the best solution for their needs and recommended they work with a competitor. That relationship paid me back more than tenfold when they hired and promoted me because they trusted that I had their best interest at heart. So don’t be afraid to take a chance and actually be valuable to your customers.
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!