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Value-Added Selling - Part 4 of 5
Getting engaged with your Prospect
Last month in “got
sales?” I discussed “Relationship Selling”
as the second part of this 5 part series on
Value-Added Selling (click
HERE to see Parts
1 through 3). In this issue I’ll discuss how
to engage yourself in your
prospect/customer’s business.
As I had previously mentioned, Value-Added
selling means becoming more than a sales rep
trying to sell something. It means being
truly concerned about the prospect’s needs
and becoming more of a partner than a
vendor. For instance, there are many things
you can do to become more engaged with the
prospect’s company than just working with
the one contact (person) you have.
First of all, you should always try to call
at the highest level of management as
possible. If you sell too low in the
organization, you probably won’t be talking
to the decision maker. Sometimes this is
unavoidable since the manager might have
delegated the research and recommendation
phases to one of his direct reports. If this
is the case, then you’ll have a more
difficult time reaching higher levels until
you’ve convinced this lower-level individual
to recommend your product. But that doesn’t
mean you don’t try...
Read
More
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How to
Destroy a Good CRM Implementation
Watch out who gets their hands on your CRM system
Ok, so
you’ve heard me talk about some of my clients and
read stories about a few of their successes and
failures. You know by now that, among other
sales-related services, I sell, install, customize
and train on GoldMine as a CRM solution for many
of my clients. When I am finished with these
implementations, I usually hate walking away from
them because I worry that someone is going to
“fiddle around” with it and screw something up.
That’s why I also offer, and many clients invest
in, an on-going support agreement where I continue
training, customizing, enhancing, fixing, etc,
their CRM implementation. This also includes
designing sales and business processes to help
streamline their sales cycle and improve their
customer acquisition and retention strategies.
Well, here’s an interesting story about someone
who stopped using me because they hired an
in-house “IT Guy.” I was never their “IT Guy.” I
was their GoldMine expert who also helped with
their business strategies and processes.
Additionally, they used another outside consultant
to do their IT work. Now they have their own
in-house person and no outside consultants to work
on GoldMine, business practices, or their IT
stuff. The first problem with this scenario is
that this new “IT Guy” does not know GoldMine, nor
is it in his charter, interest, or schedule to
learn it. He made that abundantly clear to me on
our first encounter...
Read
More
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Visit the
"got
sales?" Archive Site
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out our
Archive
Site to read past issues of got sales? Just click
HERE
to read FREE past issues of got sales?
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free to forward this copy to a friend or colleague.
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PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
address is sales@PeakSalesConsulting.com
and our mailing address
is 8205 Wooden Windmill Court, Las Vegas, NV 89131
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