Tip #6 – Find the Area of Opportunity
Let’s recap the Positional Selling® Strategies we have covered thus far: Take the Lead Stop Looking Out for Number One (Operating Reality) Invest in the Relationship (LAER) Bring Your Energy to the Customer Get Organized This week we will focus on another Positional Selling® Strategy which is “Find the Area of Opportunity.” The Area of […]
Tip #5 – Get Organized
Resist the temptation to use the “shotgun” approach. Stay focused, plan, and have a concrete objective for each call. You owe this to the customer and to yourself. The time you spend planning a call often yields an enormous time savings on the actual sales call or customer engagement. Being recognized as an organized person […]
Tip #4 – Bring Your Energy to the Customer
Establishing Positive Contact with the customer is imperative. Bring your energy to the customer and operate in his/her operating reality, not your own. Your energy is your presence and when you exhibit positive, enthusiastic and caring energy, you position yourself for an extremely successful sales call. The three elements that will win the buyer’s attention: […]
Tip #3 – Invest in the Relationship
This week we will focus on the third Positional Selling® Strategy, “Invest in the Relationship.” Focus on building a unique relationship with the customer where you are viewed as being part of their business. When the customer views your contribution in this way, you are well on the way to achieving Preferred Position. One of […]
Tip #2 – Stop Looking Out For Number One
Remember to understand the words “Operating Reality” and work in the customer’s operating reality, not your own. Think about what really matters to the customer. What is important to the customer? What need is he/she trying to satisfy? What result is the customer trying to achieve? When you’re in it just for yourself and the customer’s best interests […]
Tip #1 – TAKE THE LEAD
Always see your customer as a strategic partner and yourself as someone who can make a positive difference. You only bring that value if you become an equal instead of a subordinate. A subordinate is reactive instead of proactive. We must resist the feelings of being subordinate and inferior to the customer even though the […]
Sales Training Program – 2
Sudhakar was a very particular man. He understood style and carried himself with dignity. He was an average performer or, more correctly, an under- performer. Till one day, at a Dealer sales training program in Pune, he was asked to give a ‘Vote of Thanks’ in Marathi. Sudhakar’s world collapsed around him. He could not […]
Sales Training Times – 1
As a child, I dreamt of being a rock-star. I would practice only in the toilet. It helped that it was away from the main house, as no one would hear me. I didn’t make it as an engine driver either. I ended up being a salesman. Or so I hope. Today, I do Sales […]