You Sell as a Peer

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If you believe you are a vendor, your dream client isn’t going to perceive you as their peer. They’re going to perceive you as transactional, as a commodity. Your dream clients have lots of vendors. The prospect of dealing with another salesperson who doesn’t create enough value … [Read more...]

Gaining Trust By Asking the Difficult Questions

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Being a trusted advisor means asking the difficult questions. The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer is sometimes that your competitor, … [Read more...]

Video: What Are Dream Clients?

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To Create Greater Value Be Strategic

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Salespeople (and their leaders) ask me what they can do to be more compelling. By that they mean how can they motivate their clients and dream clients to take action. Here’s the thing: If you want to be compelling, find out what is already compelling. Move to higher, more … [Read more...]

To Create Greater Value Be Future Oriented

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Staking out that trusted advisor, Level 4 Value Creator™ position requires that you do more than sell your client what they need right now. To own that position, you have to be future-oriented. You have to help your dream client build a platform that helps them deliver the … [Read more...]

How to Use Your Insight to Create Greater Value

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If you want to create a higher level of value for your clients, you need business acumen and situational knowledge. You need insight, and not just the insight that marketing built into your new slide deck. The real action in sales is not in selling your client your product, … [Read more...]

How Owning Outcomes Creates Greater Value

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It’s impossible to be a Level 4 Value Creator without owning the outcomes that you sell. Your clients expect you to be accountable for results, just like any member of their management team. Here’s how to own outcomes. Ensure Execution: The invoice you sent your client may note … [Read more...]

How To Create Value by Being Proactive

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Being a consultative salesperson and a trusted advisor requires you to be proactive. Being proactive creates greater trust, destroys latent dissatisfaction, and moves you to a higher level of value creation as a salesperson. Here are five actions you can take to be proactive … [Read more...]

How to Care, Create Trust, and Create Greater Value

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Caring is at the heart of consultative selling. Transactional selling models are built on not caring. This is why they often unwittingly destroy trust. Here is how you can care more, create more trust, and by doing so, create greater value. Be Client-Focused: The more focused … [Read more...]

How to Create Greater Value

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If you want to move from transactional to consultative, here is where you start. Spend More Time in Discovery: Spend more time in discovery understanding your dream client's real needs. You want to understand the needs that they know how to express, and you want to understand … [Read more...]