Sales is changing and will continue to change for the foreseeable future.
It has swung back to personal relationships – if the prospect has a reason to meet with you.
All prospects have access to all the information they need on the Internet. If your business is being commoditized they have no reason to meet with you. Just submit your proposal through the web portal or email it to the primary contact. There are no assurances it will be read.
If you add value they will not only want to see you but they will pay for your advice.
So how do you add value?
You add value through your experience.
You add value through your knowledge.
You add value through your contacts.
You add value through your relationships.
Sales used to be an art. Now sales is a process.
The sales rep had all the power because they had the product knowledge.
Now the customer has the power because they have most everything they need because of the Internet. They don’t need the sales representative anymore unless you bring value.
How do you know you are adding value? If the prospect is willing to pay for your visit – you are adding value.
I recently was invited into an account. After one meeting they put their plans on hold and invited me in to do a barrier buster process. They saw the experience come through by the questions I asked. The questions alone provided significant value.
How would you add more value to the sales process so they pay for your advice and support?
You can start thinking about your value by downloading the free report: Six Questions Your Prospects Want Answered Before They Buy. You can find it at www.businessgrowthexperience.com