How "Disruptive" is your Value Proposition?
By Buff Parham/Parham & Associates LLC
Welcome to the age of massive disruption!
"Business as usual" just isn't--and being perceived as operating in that manner just isn't good enough anymore. We should be offering value propositions that offer new approaches and solutions that will move our clients' businesses forward. And if they win, we as salespeople win!
If you're asking your clients to do the same old thing, then don't expect any different results.
To gain and maintain a healthy partnership with our clients, we should be thinking about what they're thinking about--looking closely at their enterprises and figuring out how our products and services can bring positive and rewarding change to theirs. There's nothing wrong with being "reliable" as long as we're not being relied upon to be the same unimaginative "taker"--instead of an engaged and committed giver.
Being disruptive is not about being critical; it's about helping to take our clients' businesses to the next level.
In our conversations, it's "have you considered?" as opposed to "that sucks!” It's being the consultant who has obviously done the necessary homework in order to put forth thoughtful and practical ideas that clients can incorporate into their operations. It's the opportunity to become known as the person who always brings solid ideas and suggestions to every encounter with a given client. Smart and savvy business people welcome "positive disruptions" that will make them more efficient, productive and ultimately prosperous.
Clients want to do business with people who are looking forward not backward!
There's nothing worse than a sales call that rehashes past negative situations or makes apologies for lack of results. The client knew all that before we walked in the door! If problems have occurred, then we walk in with solutions that point the way forward. Each and every problem presents us with the opportunity to come up with a "disruptive" solution. If something didn't work last time, is it really a good bet that it will work next time? Probably not…
Even though it may be your idea, make it theirs!
Giving clients' ownership of your offerings simply speeds up the journey to "Yes." Once a client starts feeding back suggestions that you made in the first place, the potential for "conflict" has rapidly subsided. And don't let your ego get in the way of making a sale--simply acknowledge the validity of the client's point of view, and close the sale!
All of the above ought to be fun!
If being disruptive sounds like a chore, then maybe you're in the wrong line of work. Everyday, salespeople have the opportunity to be catalysts, fire starters, who put great ideas and solutions in motion. If you focus your energies on being that kind of salesperson, the world will beat a path to your door!
About Molly D Protosow
Molly Protosow is the COO and Training Strategist for DMTraining. She manages the day-to-day business and training operations while helping research and develop new training programs as well as refreshing signature programs to reflect the newest sales trends, technology, and best practices. Molly utilizes her wide-range of skills to create sales and marketing assets focused on delivering value to DMT’s clients. Molly has a passion for learning and leveraging new knowledge and experiences. Outside of DMTraining, Molly is a hard core Pittsburgh sports fan, enjoys staying active by running and golfing, and unwinds by reading and playing the piano.