In the modern selling environment we can assume that a customers needs and wants are understood and can be satisfied, otherwise do not pass GO and do not expect to collect any £, $ ,€, ¥.
Research is showing that customers are further along their buying process than ever before and are looking for salespeople that can add value by, well, adding value.
So what can a salesperson do to add value, how can they grant the customer their ‘WISH’?
Here are some ideas:
Interpreting what has happened
Predicting what will happen
Balance of logical and emotional arguments
Knowledge we don’t have
Awareness of pressures and concerns
Elegance of solutions
Clarity of communication
Economy of effort, cost, thinking
Helping the customer to ‘sell on’
An outsider’s unbiased perspective
Transparency of interest and cost
Balance in advice
Courage to give tough messages
So go ahead, become a ‘sales genie’ and start granting customer’s their wishes.
brindis can help with this and other elements of Value Based Selling… to find out how get in touch