There are six expectations that must be met if you are to be perceived as a partner. This episode of the Sales Management Minute deals with the first of the six expectations.
In the last episode of the Sales Management Minute, I introduced the transition from vendor to partner. I shared that there are six expectations that clients have of their partners. The first expectation is that the sales person is knowledgeable.
Not long ago, it was somewhat acceptable for a salesperson to start the prospect conversation with, “What is it you do here?” Not today! With so much information readily available at one’s fingertips, the expectation is that sales people are knowledgeable.
To be recognized as a true partner, research your prospective clients…and not just their business. If you are calling on a CFO, research CFOs. What are their hot issues? How does your solution tie-in with what is keeping them up at night?
When reviewing your products/services, the knowledge expectations go beyond basic product features and benefits. They can read that informationon your website. Study the outside influences and monitor them.. For example, if you sell new cars, the price of gas is an influencing factor. When gas prices rise, people want efficiency. When they come down, they are more interested in large vehicles. What outside influences affect your solution.
To wrap up, the first of the six expectations is knowledgeable. Next time, we’ll talk about the second one: Consultative.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.