Comments on: How To Ensure You Create Value On a Sales Call http://thesalesblog.com/2010/06/how-to-ensure-you-create-value-on-a-sales-call/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Daniel M. Wood http://thesalesblog.com/2010/06/how-to-ensure-you-create-value-on-a-sales-call/comment-page-1/#comment-2681 Daniel M. Wood Thu, 01 Jul 2010 06:10:58 +0000 http://thesalesblog.com/?p=5068#comment-2681 I really want to highlight a few paragraphs of your article. To be able to create value it is important to know that we cannot create the need, we can only identify it and provide value by solving that need. You have to really discover together with the customer what needs they have and how much better their life could be with your help. Find the need and than provide so much value that they cannot say 'no'. Educate them in your product, paint them a picture of what the problem would look like once it was solved and keep adding value to the table until you (through the use of trial closes) are sure they are prepared to sign on the line that is dotted. What is important and something that most salesmen miss when they go into a meeting wanting to create value, they forget that the goal is to make a sale and even if you create all the value and need in the world the customer won't buy if you don't ask for the order and make them sign the contract. Keep that as your focus when creating value, keep moving them closer and closer to the sale whilst all the time showing them the value you and your company bring to the table. //Daniel I really want to highlight a few paragraphs of your article.
To be able to create value it is important to know that we cannot create the need, we can only identify it and provide value by solving that need.

You have to really discover together with the customer what needs they have and how much better their life could be with your help.
Find the need and than provide so much value that they cannot say ‘no’. Educate them in your product, paint them a picture of what the problem would look like once it was solved and keep adding value to the table until you (through the use of trial closes) are sure they are prepared to sign on the line that is dotted.

What is important and something that most salesmen miss when they go into a meeting wanting to create value, they forget that the goal is to make a sale and even if you create all the value and need in the world the customer won’t buy if you don’t ask for the order and make them sign the contract.

Keep that as your focus when creating value, keep moving them closer and closer to the sale whilst all the time showing them the value you and your company bring to the table.

//Daniel

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