This
month's tip is provided by Gary Walker, co-founder and managing partner
of CustomerCentric Systems, LLC.
Differentiate yourself from your competitors by 'how'
you sell, not just by what you sell!
"What's your timeline?" "Do you have a budget?" "Do you have the power to buy?" These are all the typical questions that are asked by what we refer to as 'traditional' sales people. I call them 'peddlers'. But let me ask you, whose needs are they processing when they ask those questions— the prospect's or their own? More importantly, which needs are prospects interested in discussing—theirs or the sales person's?
What opinions do prospective customers draw about sales people who are more interested in satisfying their own needs, than those of their prospect?
If you genuinely want to be viewed as a resource to your prospect, someone who understands their business and brings value to the relationship, you are going to have to...
- converse about, and understand what they are trying to achieve;
- understand the obstacles that preventing them from achieving their goals, solving their problems, or satisfying their needs;
- and help them develop a solution that includes your offering.
Focus on the prospect’s needs, not your own. Let the 'peddlers' do their thing. You'll be viewed as different; refreshingly different...a valued resource to your potential client. CustomerCentric Selling® isn't about "techniques to get as much of your prospects money as possible", it's about helping your prospects use your offerings to: achieve a goal, solve a problem, and/or satisfy a need. Prospects want to buy from individuals who understand their business and are capable of helping them. You can begin to differentiate yourself from your competitors early in the sales cycle by how you sell, not just by what you sell. Buyers will place value on you, your offerings and the company you represent.
Published
by Bizlogx,
LLC.
Copyright © 2006
