Are You The Value?

Why You Are the Key to Client Success in Modern Sales

When you secure a first meeting with your dream client, neither your company, your clients, nor your solution is enough to cause your client to buy from you. Instead, you and you alone are responsible for creating the value that causes the buyer and decision makers to buy from you.

Your approach to the sales conversation and your ability to create value for your contact are the biggest factors in your success. Stakeholders will eventually determine to buy from you if you create the value the client needs.

How to Guide Decision Making in Sales

When we talk about enabling decision making, we are providing the information and insights that allow the decision makers to learn what they need to make decisions that will allow them to solve their problem or the better results that they are seeking. It is important to know that we have left the Era of Solutions and are now in the Era of Decision Making.

Why Information Disparity Sets You Apart from Competitors

Information disparity is the primary strategy for creating value for your client. You have learned about this if you have read and studied Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative. You sell every day, but your client buys only occasionally, so you have many more opportunities to learn things. Your clients will only acquire this information when you sit down with them to explore the challenges they are experiencing and the implications of the status quo.

High-Gain Questions That Win in Modern B2B Sales

Much of what masquerades as “discovery,” is too weak to be considered true discovery. It’s a faulty idea that asking the client about their problem may help you gain valuable information. Your client already knows they have a problem or an opportunity, and asking them to state it offers them no value or moment to learn. In the third decade of the 21st century, you must create value by asking high-gain questions, the kind that cause the client to have to pause and think about the question and its implications. Any time your client responds with, “That was a great question,” you have created value for them.

How to Deliver Truly Consultative Sales Conversations

Most salespeople think they are consultative, but they are not. Look back on the last three or four sales meetings and count the number of times you provided your client with advice or recommendations. If the number is a low number, you could improve your approach by becoming truly consultative. You can start by making a list of mistakes that causes the client to fail to make the right decisions.

How Sales Conversations Create Unmatched Value for Your Clients

You are the value. The single vehicle for winning deals is the sales conversation, and there you must be the value creator. You will never win a deal without creating value in the sales conversation. The opposite is also true: You have never lost a deal without a conversation.

The more you create value in the sales conversation, the more likely you are to win a deal. A conversation that fails to create value for the contact and their stakeholders will almost certainly lead you to lose a deal you might have won, had you used these four strategies. Most of your competitors are not aware of the strategies described here and stick to their legacy sales approach—even though this outdated approach tends to lose deals for the reps that cling to what they know. Most of your competitors are not being provided B2B sales training.

Leaving this article, assess your prowess when it comes to the four strategies you find above. If you want help with these and many other practical and tactical strategies, you can find help at https://www.thesalesblog.com/individuals.

Do good work and come back for more modern sales methodologies. I will see you here soon.