Salespeople are searching for ways to create value with their clientele. In this episode of the Sales Management Minute, learn an easy, free way to create value with your prospects and clients.
Much has been written about the importance of salespeople changing their style from being product-pushers to solution providers. However, the emphasis on providing value has been primarily focused on the face-to-face meetings that they conduct. What about after the meetings? How do you stay in front of prospects and clients without begging for business and providing value to them?
If you accept the premise that decision-makers expect those with whom they conduct business to provide value, beyond what the product offers, let me introduce you to a technique I’ve used with salespeople over the years which I call the Network Neighborhood. The Network Neighborhood is an email group of your prospects and clients with whom you share industry trends and news.
When a new regulation is passed, you update the group.
When a best practice is identified, you send it to the group.
When a new study is released, you share it with the group.
The subtle message here is that you, as a salesperson, position yourself with your prospects and clients as an industry expert. And, as an expert, you build value by keeping your network neighborhood up to speed on industry happenings. It’s really easy to do and you will love the results.
Product features quickly become commoditized, but to quote my good friend, Jeb Blount… People Buy You! See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.