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How to Develop Competitive Sales Skills

Posted by Steve Bookbinder on Feb 9, 2017 4:22:00 PM

Developing competitive sales skills focuses on being prepared to perform under pressure, in any type of situation or environment.

Sales professionals who have competitive sales skills are the ones who think of sales in the same way professional athletes think of their jobs: with confidence about their own abilities and fear of their equally skilled competitors who may be better at using their abilities.

Confidence, born from focus, attention and ongoing skill development is the chief ingredient for success, no matter what industry you are in.

So, whether you’re training yourself, or your team, it can be challenging to determine specific areas of development that are important to focus on.

 That’s why, in addition to the insights shared by Steve Bookbinder in the video above, there are 4 important lessons that you must also focus on in order to gain a competitive advantage and own your success.

Approach big challenges differently than you do day-to-day challenges

Thinking about the future tends to cause our brains to minimize the obstacles we'll face and instead focus on desired outcomes. We look at goals differently based on whether they are a short-term or long-term goals. For instance, 3-months ago when you booked a trip home to see your family, you were focused on abstract ideas like “quality time with my family and friends” or “downtime.” But I would imagine when it came time to actually leave for your trip, you were more concerned about your immediate needs like: "what should I pack" or “how am I getting to the airport?” It is only when goals get closer and more immediate that people start to think about them more concretely. So, focus on making small, incremental lifestyle changes that may feel less glamorous, but will have a much greater chance of creating real change in your life.

Always be realistic about your starting point when facing a big challenge.

There is no advantage in exaggerating your abilities or skills; it’s more productive when you acknowledge areas in need of development and then set out to improve upon those areas in order to achieve your goals. Asking the right questions will help lead you down the right path. But that requires being honest with yourself, and not coming up with an unrealistic plan that you’re overwhelmed by, instead aim to take stop steps each day. And remember, play within your own abilities, and recognize constraints of your product, your company, and the marketplace.

challenging_challenge_climb_cliff_group_help_together-1.jpg

Focus on identifying everything that can go wrong, rather than blindly trusting optimism.

While it is good to remain positive and confident that you will prevail, that is not the fuel that will help you prepare fully and give you the confidence you will need to overcome your biggest fears. Fear makes most people stop. But we can use our fear and feeling of being uncomfortable to propel us forward. Consider holding yourself accountable by involving a friend, co-worker, or partner to hold your feet to the fire. When we have support as well as keep pushing ourselves forward by stepping out of our comfort-zone, those are times that test our abilities and help us grow and gain a better understanding of our own work styles.

Don’t stop until you reach your goal.

The competitive sales professional will stop at nothing. They are driven, focused, and persistent.

Whatever you’re selling, you’ve got competition. Somebody besides you is selling to your clients and customers on a regular basis.  Assume that it’s a zero sum game, which means that if someone is getting “more”, then someone else is getting “less.” While we can’t control all of the factors involved in making a sale, we can certainly take all the right steps to properly prepare.

In a competitive situation like a playoff game or a race, every player wants to win at the start of the game --- the consistent winner isn’t the person who wants it bad enough at the starting line; it’s the person who was willing to prepare on all of the days leading up to the big game day!

Conclusion

Competitive salespeople beat their competitors as well as their own best records from previous years by focusing on all four of these lessons.

To develop your skills as a sales professional, you must work towards understanding yourself and equally as important, you need to understand your competition.

The best competitive sellers are willing to do whatever it takes and they ask themselves:

  • What are my competitors doing that I should be doing? Or shouldn’t be doing?
  • How many prospecting calls will they make?
  • How will they prepare for their sales meetings? Oh and by the way, these are sales meeting that are with the same type of people you want to meet with.
  • How will they handle objections?
  • How will they answer the tough question: “how are you different from your competitors?” How will they make their offering sound compelling and ROI+?
  • What are they doing to prepare for a successful year that includes beating you at your game?

Unless you consider these questions — even if the answers scare you — you will not as likely prevail like a competitive salesperson. So gather your confidence, skills, and go out there and conquer the sales world!

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Topics: training, sales tips, sales training, goal setting, how to be your own coach, Investing in Sales Training, salespeople, high performing salespeople, sales tools, competitive selling, how to, confident, confidence

The Most Annoying Salesperson in the World

Posted by Molly Depasquale on Aug 4, 2016 1:15:00 PM

You know an annoying salesperson when you see one. They aren’t trying to be annoying and are most likely well-intentioned but they have forgotten the most important part of selling: Being helpful.

annoying.jpg

Helpful salespeople take the time to understand their customer’s business. They have learned how to look at their own products and services from the customer’s point of view. They want to help the customer achieve their goals rather than push their own agenda. The helpful salesperson will make suggestions that are valuable and relevant to the prospect.

If and when you ever encounter times when it seems like you just can’t connect with the right prospects, don’t go into desperation mode because that leads to “annoying” sales behavior. Instead, focus on these three things to make sure you’re delivering an exceptional customer experience (1) Pay attention to timing, (2) Deliver the right information, and (3) Always be helping.

Timing is Everything

If we think in terms of the buyer’s journey, then it’s important to understand timing as it relates to making a decision. Now if you’re one of “those” salespeople, you’ll disregard this notion. But timing is everything.

According to Think with Google, there are 4 game-changing moments that really matter, which are: I-want-to-know, I-want-to-go, I-want-to-do, and I-want-to-buy.

These are the moments you need to be there for. Otherwise, your buyer will move on to someone who is delivering on these moments.

Thanks to the ongoing developments in sales technology and marketing software, it’s now easier than ever before to gather information and draw insights about your target audience.

If you’re utilizing a sales and marketing software, like HubSpot or Marketo, then you have the ability to see who, what, where, when, and how people are interacting with and engaging on your website. This information is extremely valuable when it comes to the timing of your outreach.

Let’s say someone just read, commented, and shared a recent blog post you wrote, then you could interpret this as a positive sign that that person sees value in what you’re saying. Use that blog post as your starting point for reaching out and it will help guide your conversation in a way that’s more useful to creating a relationship instead of focusing on just closing the sale.

On the other hand, if someone has just downloaded a case study, then it’s safe to say they are interested in learning more about what type of clients you work with, how your product or service is implemented, and what kind of return-on-investment you could deliver. This is a good opportunity to reach out with similar information like a client video testimonial or sample project plan to help them visualize what it would look like to work with you.

Deliver the Right Information

Everyone can relate to seeking out information when they need it. Especially when it comes to making a decision. We want to be knowledgeable and informed before we say yes or no.

As a seller and marketer, you need to deliver the right type of information at the right moment. While your buyer will go through different stages before ultimately making a decision, it’s essential to help them through each stage by creating content and messaging that matches their mindset at that moment. Otherwise, you’re just adding to the noise.

If you think about the type of information you would provide to a person who read, commented, and shared a recent blog post, there are a few things to consider before we decide what to share:

  • What was the topic of the blog post? Are there more articles on this topic to share?
  • What other actions have they taken on the website?
  • What kind of marketing campaign is set-up for this type of prospect? Are they enrolled?
  • How can I continue to deliver value?

Asking yourself these obvious, yet essential questions will help you optimize the path to purchase by creating and delivering the right content at each step of the way.  

Always Be Helping

While it may be easier to take a “one-size fits all” mentality by lumping all of your prospects together to deliver the same message, it’s not the most effective approach because each prospect is different. They have specific needs, challenges, and goals, which means you have an opportunity to personalize each and every message you send.

Sales is about helping. It’s about being curious, asking questions, understanding the other side, and providing relevant and useful information.

Effective salespeople are committed to learning as much as they can about a prospect. They want to understand the unique pain points a prospect is facing in order to tailor their message into a personalized plan that will solve the customer’s unique problem.

How do you make sure you’re always providing value to your audience?

Run your sales activities and interactions through a “helpful filter” by asking yourself:

  • Who am I trying to reach?
  • What are they trying to accomplish?
  • What type of information are they looking for?
  • How can I anticipate what they will need next?
  • How can I continue to provide value?

Start gaining a competitive advantage and making a difference in the life of your prospects and customers by paying attention to the timing of your outreach, ensuring the delivery of the right information to the right person, and always doing your best to be empathetic and helpful.

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Topics: sales, selling tips, salespeople

The Secrets of a Great Salesperson

Posted by Anna Adamczyk on Oct 27, 2014 10:15:00 AM

Think of a “salesman”.
What kind of picture did you envision?

salesperson-caricature

Most of us probably conjure up an image of a sort of caricature. The qualities of this fictitious being are usually boisterously exaggerated - they’re loud and talk a lot, they have a response for everything, they can be pushy or even aggressive, they won’t take “no” for an answer, and are wonderful at changing the subject every time you ask a poignant question. Hopefully you don’t have any of those qualities, but if you ever see yourself or someone on your team slowly transforming into this cliché, here are four secrets of what makes a great salesperson. Follow these rules to get back on track to the road to success.

Listen

It’s easy for anyone to get caught up in what they have to say, especially when there’s a pitch that’s just begging to be delivered. A great salesperson takes the time to focus on their prospect’s needs. They listen to what the needs, desires, and current problems that require solving are and then pitch their offering as a natural solution. Because their pitch is tailored to what the prospect is actually looking for, they come off as much more helpful and overall more knowledgable.

Over-deliver

Tailoring your pitch to the prospect’s needs doesn’t mean just agreeing to solve all of the prospect’s problems. It improves the relationship between you as the salesperson and your client, as well as, between you and the team delivering your solution, to under-promise. It seems to be human nature to want to please others and be seen as someone who can do it all (and get them to sign the contract!), but you need to retain a certain realism when making deals. Over-delivering - by getting them their solution earlier, faster, cheaper - will always be welcome and exceeding those initial expectations will have a positive effect on the future relationship.

Build Trust

Everyone wants to think they’re special. The best salespeople make their prospects feel exceptional, by following up consistently, providing relevant helpful information, and taking the time to adapt and adjust during the sales process to accommodate any sudden needs. Being available after the sale and continuing to check in on the solution’s progress is also a key component to building trust. No one likes to be disregarded and forgotten about. If you neglect to create trust within the relationship, when it’s time for a renewal you shouldn’t be surprised if you’re met with the cold shoulder.

Be Flexible

Anyone who’s stuck in their ways has a difficult time adapting when things start to change. As an outstanding seller, you need to be flexible. That means you’re willing to try new techniques, new methods, and new routines. Sure, maybe what you’ve been doing has been working for you. But are you really going to stay in that limited comfort zone? How do you know what else is out there? There’s always room for improvement and being willing to change your ways is the only path to get you there. Using experience and training as their guidance, the best salespeople adopt a system of documenting their ‘trials’ of new ways of doing things in order to see what can really work for them.

Using these secrets daily in your own process will pave the way to your sales success. Funnily enough, they may even improve all aspects of your life...

Who was your favorite salesman, or woman, character on television or film? What’s your best sales secret?

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Topics: sales, sales person, sales strategy, sales approach, salespeople, high performing salespeople, sales advice

7 Essential Facts Your Salespeople Should Know

Posted by Kevin Kiriluk on Jul 8, 2014 2:30:00 PM

confused1. 90% of marketing deliverables are never used during or after sales calls.

 

Marketing departments spend much time researching, designing, and marketing materials to aid salespeople. Whether these materials are for internal or external use it can be utilized to prepare for prospecting or create a discussion. If collateral isn’t being utilized or distributed, it’s just a waste of time and money. Marketers want drive revenue through their efforts, but this often requires the sales team to spend valuable time through manually connecting each relevant campaign with a contact record in a CRM. Even if the sales reps do understand the value in making these associations with each marketing effort, it can be very difficult to get started and then stay up-to-date across the entire sales team.


2. Numbers aren’t everything.


The quality of the leads that you contact is more important than the amount. Quality over quantity. Genuine leads are more desirable because they have a better chance of actually moving forward to the next step of your sales process. Consider the amount of time it takes to research and prepare for the meeting, would you rather spend time on an un-qualified lead or someone that is already interested in hearing what you’ve got to say? I think most of us prefer the former lead.


However, instead of just getting leads, why don’t you track the progression of new contacts and how they convert through your sales process. For instance, what does it take to get a new contact to become a suspect to prospect to scheduled appointment to closed customer? This is an opportunity to focus on assessing the new contacts you’ve gained and then analyze the success produced by the campaign. Remember, taking the time to calculate campaign metrics and reflect on your lead generation process can be very insightful and informative for how you track, measure and optimize your lead generation campaigns more effectively.

3. 80% of sales are closed on the 5th contact with the prospects.


Typically, most of the prospects we talk to are not ready to commit on the very first meeting. They will most likely need some time to consider their options and think about the product or service being proposed. Often times, closing a sales takes time and many meetings. There are lots of pre-sale considerations that need to take place. For instance, there could be other meetings to include other stakeholders to ensure buy-in, bring in any technical/operations people, negotiating, and then planning for implementation. In most cases, if you are working with a prospect to close a deal, it’s reasonable to say that about five meetings are needed to satisfy the many stages of the sales process.

4. Price is not the primary reason why a product is purchased.


Price-cutting is a common sales tactic for fast-moving goods that have many similar substitutes easily found in the marketplace.  The competition is fast and fierce so it’s important that you make your product or service stand out from the competitors. Make it valuable and keep it simple. How can you do this? Marketing material is the key to closing your deal. (refer to #1).


Remember, when it comes to negotiating, stick to your gut. Your job is to prove to the prospect that your product/service will help them solve a challenge they are facing. You are an expert in your product and you know what the deal is worth, so weigh the pros and cons of the deal as if it was going to happen.



5. Thursday is the best day to prospect, Tuesday is the worst.  


Thursdays are the best days to contact new leads. And believe it or not, both Thursdays and Mondays are almost 50% more effective than other days throughout the week when it comes to reaching out to new people and qualifying new leads.

On the other hand, according to a recent survey, Tuesday mornings at 11:45am is the most stressful time of the working week. Although we all know Mondays can be a little tough, Tuesday is the day reality sets in and we put our nose to the grind to try to get as much work completed as possible as well as filter through all of those pesky emails that have been piling up in your inbox.


6. 4:00pm – 6:00pm is the best time to make contact with a lead.


What time of day do you usually prospect for new leads? Typically, early in the morning can still be one of the best times to qualify a lead, however, late afternoon and shortly after regular business hours have been identified as one of the best times to make contact with a new lead. Remember if your lead is in local time or in a different time zone, this could be crucial towards your timing. There are not usually as many meetings scheduled for this time of the day compared to the rest of the day and so there is a great chance of the decision maker that you need to connect with being at their desk.


The lunchtime period of 1pm to 2pm is one of the absolute worst times to call a new lead. Typically, this is the time that people are out to lunch, just coming back from lunch or running to another meeting after lunch. Regardless, it’s not an optimum time to call new leads.


7. Top sellers use Linkedin at least 6 hours a week.


Linkedin has proven itself as an extremely powerful tool for business professionals in any industry. Linkedin can be a fantastic way to interact with new audiences and search for new leads within companies. Sales professionals can subscribe for extended access to profiles and advanced targeting. Linkedin Sales Solutions allows you to discover valuable information about your sales prospects to initiate conversations.


The services Linkedin provides allows sellers to build trust and rapport with warm introductions - never cold call again! If you are not using Linkedin already, you must do so now!

 

Also checkout our article about How to Utilize the Power of B2B Social Selling



We hope you enjoyed this article, comments and questions are welcome!


Sources:

http://www.ringdna.com/blog/what-marketers-should-know-about-inside-sales

http://www.cbatechworks.org/LinkedIn-Sales-Secrets-Revealed-Ebook.pdf

http://www.bizfilings.com/toolkit/sbg/marketing/packaging-pricing/pricing-is-difference-between-success-failure.aspx

http://saleshq.monster.com/training/articles/3136-the-best-times-to-reach-prospect

http://www.heinrich.com/hblog/index.php/2011/08/30/increase-sales-by-giving-your-sales-staff-the-tools-they-need-to-sell/


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Topics: sales tips, sales person, salespeople, sales advice, sales trends

Who Creates More Value: A Salesperson or A Broker?

Posted by Molly Depasquale on Mar 25, 2014 2:00:00 PM

 

By Buff Parham

Parham & Associates, LLC

 

It's a distinction with a difference that needs your attention.ROI_return_on_investment

Our previous columns here have focused on various aspects of creating, refining and transmitting value to our current and potential customers. Those of us who are perceived as salespersons have a huge advantage over those of us who are perceived as merely brokers. We ignore that distinction at our own peril. Why?

Information technology is wiping out brokers with increasing speed.

This is especially true in the brokerage of commodities, and many personal services. If a given commodity and/or service can be boiled down to "just numbers", then computerization inevitably enters the process. Overnight, two or three armed with significant computing power might replace a dozen human brokers. It wasn't that long ago that you had to call a stockbroker to get the current quote for a stock or make a trade--and then technology showed up…in a big way!

A new Oxford University study estimates that as many as 60% of all current jobs could be eliminated by automation!

If the study's conclusion is off by half, that's still 30%--bottom line, technology isn't slowing down and there are very few jobs that won't be affected in some significant way. For those of us in sales, it's time to take an honest (and sometimes difficult) look at our own prospects. That's a huge first step towards insuring not just continued employment, but a productive and satisfying career.

Looking at your own position, how much time do you spend conveying information compared to creating value?

And let's not get those two functions mixed up. Providing your customers with basic information about your product/service is not value creation. Helping them to solve their business problems is value creation. Many auto salespeople have transformed themselves out of necessity, as almost every customer now walks into a dealership well informed about the make and model they have in mind. An auto salesperson must recognize and respect this "educated customer" and close the deal based on benefits that go way beyond what's on the Internet. They probe and then solve any of the customer's problems that may prevent purchase of the vehicle!

Often, you can create value for your customers by empowering them with full access to information about your products/services.

Some might call this "losing control" of the sale. Maybe not. There once was a well-known men's store that used the slogan "an educated consumer is our best customer". Why? Because it means that customer is already engaged in what you have to sell--if they weren't, they wouldn't have bothered to learn more about it! If that were true (which it is), then why would we withhold any pertinent information that will move the customer closer to a sale?

Making enough initial compelling information available to your customers will enable you to share "the rest of the story."

If you do this, you will eliminate the dreaded "cold call." Providing introductory material in advance of any first contact is the way to go. This means that your company's B2B website needs to function well, along with any printed collateral materials. It's much easier to sell to a customer who already knows a fair amount of what you're selling as opposed to someone who just doesn't. It also takes us out of the "information provider" mode and sets us up to be problem solvers and/or solution providers.

It takes more than reciting facts to make a sale.

We should know our facts cold, but we should never forget that how we make those facts compelling and relevant to our customers is the very essence of creating value!

 

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About the Author:
Digital Media Training is excited to announce the addition of Buff Parham, a widely recognized thought leader and outstanding coach in the media sales and sales management field. With 35 years of sales experience, Buff has worked at Univision, FOX, Belo, ABC and CBS. He started in the mailroom at CBS, but quickly moved on to selling locally at KABC/Los Angeles and nationally for ABC Spot Sales in San Francisco, Chicago, and New York. Buff then continued on to spend almost 12 years with Univision, first as General Sales Manager at KUVN/KSTR in Dallas, and then 5 years in New York as SVP/Sales. Buff will be contributing a new blog article to Digital Media Training once per month about various sales and sale management topics. Stay tuned!

Connect with Buff via LinkedIn
Check out Buff’s Blog www.BuffParham.com

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Topics: customers, sales, selling, creating value, salespeople

Why Salespeople Need to Think Like Digital Marketers

Posted by Steve Bookbinder on Feb 12, 2014 1:25:00 PM

Laptop Work-3

What does it take to get someone’s attention? Think like a digital ad unit.

In digital marketing, each ad unit, whether it’s “intrusive” or subtle, is competing with everything else on the page to get the user’s attention. When you look at the ad against a blank piece of paper, the ad may stand out, but in the context of a crowded web page and in the mind of a distracted user, the ad may disappear into white noise. Put the right ad in front of the right person at the right time - with a message that is right for them works best. The more the ad combines the qualities of surprise with insight and relevance into what the user was thinking right before they saw the ad, the better the impact.

Your sales pitch, practiced in the privacy of your room, might seem impactful. But what happens in real life when you’re in the heat of the moment, in the context of your buyer’s busy day? Does the buyer remember your pitch a week and 10 sellers later? Probably not. Any seller who is now selling something new, for example, the “legacy” media seller who is now attempting to sell a digital 360° campaign to a buyer they thought was their friend may be experiencing this problem. They’ve been meeting with the same TV/Radio/Outdoor, etc., buyer for years and now that buyer has actually stopped listening to this seller. This is like a person ignoring an ad they’ve seen before. The buyer may not mean to be rude but they think they already know what that seller has to say. To make an impactful multi-platform presentation the seller must first get the buyers attention and hold it long enough to deliver their new, well-rehearsed (but natural sounding) pitch. All salespeople, especially ones who are selling to the same people in the same industry for years, need to consider this.

Malcolm Gladwell’s book Blink describes how easily, and unconsciously, people adopt a first impression and how hard it is for them to unlearn what they thought they knew in order to be open to new information.

Salespeople need to go beyond simply adding a few new words to their opening pitch. They need to consider how locked-tight the buyer’s mind may already be. What’s already in the buyer’s mind? They need to consider the parade of other salespeople that have visited this same customer. Does the customer remember each and every seller or has that parade quickly turned into a blur? To get the buyer to pay attention think like an engaging advertisement and shape your message in order to be eye-catching without being annoyingly disruptive. Like a good ad, the seller needs to be relevant to the changing needs of the buyer. If meeting with legacy buyers, consider beginning your pitch with a question in order to learn that buyer’s intention, such as “by the way, Joe, do you know what we are now doing that is different/new/exciting?” before launching into the new pitch. Remember that the biggest proof that your products work is that someone else is buying it. Remember that people forget facts and figures but remember stories—especially if they are relevant and well told. So, be prepared to add those example stories into your pitch.


You will make the greatest impact by getting in front of the buyer, getting their attention, and then positioning your offering in the form of a story with great imagery. If all of your competitor’s are using a static banner ad style of presenting, make yours rich-media-with-video!

 

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Topics: presenting, sales, digital media sales, digital marketing, salespeople

From Middleman to Value Creator: The Necessary Journey

Posted by Molly Depasquale on Nov 25, 2013 8:10:00 PM

From Middleman to Value Creator: The Necessary Journey

By Buff Parham/Parham & Associates, LLC

better_float_up

It’s no longer a secret that information technology is wiping out middlemen from the transaction chain of a myriad of products and services. “Creative destruction” is the engine of capitalism that constantly eliminates what’s outmoded and replaces it with the latest innovations. Anyone who thinks that this perpetual cycle can be halted is simply wrong—it’s the nature of the most productive economic system that the world has ever known. The real constant in our system is value creation. And even though a particular idea or innovation may be attributed to a corporation or a government, it’s really the individual human beings in those organizations that drive that creation of value.


Being a value creator is the only way to have real job security. For example, there has been a lot written about the changes going on in the world of car dealers. Potential auto buyers are much more informed before they come to the dealership, and the number of visits to consummate the transaction has declined significantly. Many dealerships have reduced the sizes of their sales staffs in response to this significant change in consumer behavior. The salespersons who are still working the floor are making more money off of more transactions, in spite of lower profit margins per vehicle sold. It’s a fair bet that those remaining salespeople have found ways to convey more value to both their customers and their employers in this new information-rich environment. They have taken the time and made the effort to figure out “what’s still missing” in the customer experience that can’t be fulfilled by a website. Their bosses have probably received lots of unsolicited suggestions about how to improve the operation of the dealership in order to maximize unit sales.


Creating value takes considerable time and serious effort. Figuring out where the “gaps” are for both your customers and your employer is not necessarily obvious or easy. But in both cases, it really matters. We all know where doing things the same way and expecting different results leads us to—functional insanity! Taking the time to go through every aspect of your selling process with a magnifying glass will probably turn up some critical opportunities. Becoming a serious student of your customers’ respective businesses will definitely generate some practical ideas that you can share with them. So make the commitment to doing both on a regular and in depth basis. It will certainly be time well spent.


Your value propositions are the logical result of your ongoing reconnaissance. Customers tend to respond positively to value propositions that are very relevant to their particular business issues—and they tend to quickly reject those that don’t seem to have any connection with their needs and objectives. Value propositions also change as business conditions change—keeping yours relevant is just one additional challenge. It’s simply one more reason for you to stay current with the important trends in all of your various customers’ businesses.


“Test drive” your value propositions before sharing them with your customers. Your sales manager or a trusted and respected colleague will probably catch something that you missed or may give you some input that improves the proposition. This is not the time for “pride of authorship.” Seek out as many “second opinions” as you need to refine your message. Also consider role playing the actual presentation to enhance your confidence. Professional athletes spend far more time practicing than they spend playing the actual game. We salespeople should be doing the same!


Let’s all keep moving forward on this important journey!

About the Author:

buff_parham

Digital Media Training is excited to announce the addition of Buff Parham, a widely recognized thought leader and outstanding coach in the media sales and sales management field. With 35 years of sales experience, Buff has worked at Univision, FOX, Belo, ABC and CBS. He started in the mailroom at CBS, but quickly moved on to selling locally at KABC/Los Angeles and nationally for ABC Spot Sales in San Francisco, Chicago, and New York. Buff then continued on to spend almost 12 years with Univision, first as General Sales Manager at KUVN/KSTR in Dallas, and then 5 years in New York as SVP/Sales.

Buff believes that hard work matters and that raising the bar and having greater expectations tend to generate greater results. In his spare time, Buff finds cooking and playing golf to be two of the best therapies for a somewhat hectic existence!

Buff will be contributing a new blog article to Digital Media Training once per month about various sales and sale management topics. Stay tuned!

Connect with Buff via LinkedIn 

Check out Buff’s Blog www.BuffParham.com

Connect with us on Linkedin

 

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Topics: sales tips, sales training, sales manager, adding value, knowledge is power, salespeople, seller