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Tom Reilly Training Home of Value-Added Selling and Coaching for Sales Success |
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SO WHO IS THE SALE REALLY ABOUT--YOU OR THE CUSTOMER?By Tom Reilly, Author Value-Added Selling Where is the spotlight on the sales call--on you or on the customer? Value-Added Selling is more about the customer than the seller. It's a philosophy of making a difference, not just making a deal. It follows a simple principle: You can enjoy all the success you can imagine by helping your customers succeed at what they do. Two planning questions salespeople ask are, where can I increase my business with existing customers? Or, how can I sell the customer more stuff? Those are the wrong questions to ask. The right question is: How can I bring more value to this customer? As you deliver greater value, you extract greater value. Profit follows performance, not the other way around. You must invest before you get a return. This is apparent in the top achieving salespeople we studied over the past two years. They spend twice as much time probing as they do closing. They spend more than twice as much time listening to customers as they do talking about their products. They put the spotlight squarely on customers and their needs. Further, they told us that their success comes mostly from the relationships they've established with their customers. This happens only when salespeople realize that the sale is more about the customer than themselves. |
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