What are you doing to bring more value to the sales conversation? Honestly, bringing value is harder than ever before, for one simple reason: the amount of access that everyone has to information now.
It used to be that sales people brought value simply because they were the ones who possessed information about a product or service. But that's now changed. Because of the internet, buyers have almost 60% of the information they need to make their buying decision before they ever meet with a sales person.
In order to bring additional value beyond your products, you need to push yourself through a progression to learn more about your clients' businesses and their industries. Sales people who learn how to do this and help strengthen their clients' core businesses will not only bring more value, but will become the feared competitors in their markets.
For details on what this looks like, watch this short video where I explain the progression of sales value and the benefits that come from pushing your own boundaries.
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Photo by krailathyothayath