|
|
How to Meet Quality Standards with ISO 9001
In today’s hectic business environment, it is vital that we are all on the same page, right? But how do we know if we meet those standards? Business owners and executives can avoid the uncertainty, and that’s where ISO 9001 certification comes...
How You Can Learn to be a Better Manager
When you first take over a department, expectations are usually high but operations are sometimes in disarray. The staff is disorganized, goals aren’t being met, and hours are spent on unproductive tasks. Just when you think the company would...
Increase Your Influence, Increase Your Sales
Selling is everyone’s lifeblood whether they realize it or not. We all sell in the sense that we attempt to convince others to go our way. That is the way that we want something to go whether we are convincing our children, our coworkers, bosses,...
Strategies for Creating a Niche Business
The customer told me, “My immediate goal is to get more customers into my business. My second agenda is to move slowly towards becoming more specialized as a business.” Here are the six steps we used with this business owner to make his...
The Ins and Outs of Article Submissions
Congratulations! You’ve written your first article (or possibly your 10th or 100th!) As you no doubt already know, writing articles is probably the most effective way to establish yourself as an expert in your field and increase the traffic to...
|
|
|
|
|
|
|
|
Communicating Value
Abstract: People buy for their reasons, not yours. This article covers the key elements that prospects want to hear you talk about.
Always, but especially during lean times, effective sales professionals know the importance of communicating value.
Budgets – if they ever were discretionary – are tighter. Business customers are being asked to do more with less. Decisions are increasingly less on WHERE to spend the money and more on WHY we need to spend the money.
Value is the customer’s perception of your worth, excellence, usefulness, or importance with respect to them or their business. Value addresses the customer’s question, “What can this person or company do for me?”
Even spending time on the phone with you must return something of value to the customer. You must initially and continually earn the right to have the customer invest their time and money with you.
Position value by explicitly answering these questions throughout the sales cycle:
- How much? (What can the customer expect to gain by doing business with you in terms of increased sales, lower costs, etc.?)
- How soon? (When will the customer be able to receive the value? This is a critical question in today’s economy.)
- How sure? (Where is the proof that the customer will in fact attain the value
stated? References and examples are critical.)
How would YOU answer these questions for each of your prospects or customers? If you don’t have the answers, expect resistance. If you do have answers and your solution is directly linked to your customer’s articulated needs, you will be successful even in these difficult times.
Successful reps tell their customers what the value to them is – customers shouldn’t have to work to figure it out themselves. If you don’t explicitly quantify the value your customer can expect to receive, and your competition may be doing this work for your customer, who is going to win the business?
This information comes from Forming Business Relationships, a module in Entelechy’s High Performance Sales training. Check out this module as well as our 40 other modules, training tools, and eGuides at www.unlockit.com.
Terence R. Traut is the president of Entelechy, Inc., a company that helps organizations unlock the potential of their people through customized training programs in the areas of sales, management, customer service, and training. Check out our 40 customizable modules, training tools, and eGuides at www.unlockit.com. Terence can be reached at 603-424-1237 or ttraut@unlockit.com
|
|
|
|
|
SellingPower.com | Solutions For Sales Management |
Targeted to sales managers and upper tier sales professionals, this magazine helps you train, educate, and motivate your sales team. |
www.sellingpower.com |
  |
Journal of Personal Selling & Sales Management |
The official web site of the Journal of Personal Selling & Sales Management has moved to the University of Missouri, Columbia, which is the home of the ... |
mkt.cba.cmich.edu |
  |
Management Articles |
Sales Management. Unleash Your Brand Ambassadors. A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant ... |
gmj.gallup.com |
  |
Manage Smarter - Performance Gateway |
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine. |
www.salesandmarketing.com |
  |
The 5 Biggest Sales Management Blunders |
Learn the biggest sales management blunders and how you can avoid them. Spending the necessary time wearing your sales manager hat will help foster a ... |
sbinformation.about.com |
  |
DEI Sales Management |
Stephan Schiffman's DEI- Management Group, offers sales training tools and educational forums designed to teach: Cold Calling and Closing Techniques, ... |
www.dei-sales.com |
  |
Sales Management Training - Selling Seminars - Reinforcement & ROI ... |
Offers sales and sales management training. Sign up to receive the monthly newsletter. |
www.brooksgroup.com |
  |
Sales Management Resource International |
Sales Management services, sales training, sales solutions, sales people. We provide a systematic approach to providing immediate sales results ... |
www.salesmanagement.com.au |
  |
Reconnect Sales Management to Profitability - HBS Working Knowledge |
"Work your pay plan" is one of the central tenets of sales management. ... In a similar way, top managers can reconnect their sales management to ... |
hbswk.hbs.edu |
  |
Amazon.com: Sales Management: Books: Robert J. Calvin |
Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin. |
www.amazon.com |
  |
Amazon.com: Seven Secrets to Successful Sales Management: The ... |
Amazon.com: Seven Secrets to Successful Sales Management: The Sales Manager's Manual: Books: Jack D. Wilner by Jack D. Wilner. |
www.amazon.com |
  |
Personal Selling and Sales Management: KnowThis.com |
KnowThis,com offers information, resources, reference and links for sales people, sales managers and other involved in managing a sales force including ... |
www.knowthis.com |
  |
Sales Training and Sales Management: KnowThis.com |
KnowThis.com offers information, resources, reference and links for anyone involved in sales training or sales management or other managing issues involving ... |
www.knowthis.com |
  |
SMR Career Services |
Sales Management Resources is a professional executive search company, dedicated to providing consumer products companies the recruitment of exceptional ... |
www.smrcareer.com |
  |
SalesVantage.com: B2B Advertising, Marketing and Sales Management ... |
B2B Advertising, Marketing and Sales Management Directory, Newsfeed & Business Referral Service designed for sales, marketing & advertising executives. |
www.salesvantage.com |
  |
Contact Management Software, Contact Manager & Sales Software for ... |
PC World Gives Prophet Contact & Sales Manager 4 Stars · eWeek praises Prophet for building a sales management solution into Outlook for a reasonable price ... |
www.avidian.com |
  |
Sales Management- 7 Secrets to Successful Sales Management, the ... |
7 Secrets to Successful Sales Management, written by, Jack Wilner, one of today's leading sales management trainers, coaches and consultants, ... |
www.7salessecrets.com |
  |
Sales Management Training |
Sales management training for the complex sale includes business development programs and sales training seminars. |
www.primesalesmanagement.com |
  |
Contact Management Software (SFA) price quotes - Free sales ... |
Contact management software buying advice and free sales management software quotes from leading suppliers. |
www.buyerzone.com |
  |
Waterhouse Group - Sales Training Programs: Consultative, Value ... |
With over 20 years of experience in sales, sales management and sales training, ... Selling Success: The Journal of Sales & Sales Management ... |
www.waterhousegroup.com |
  |
|