In any relationship and more so in sales, it’s the value that you bring to the other side which makes people want to be connected to you.
When you are doing marketing, the agenda is to create a relationship between the company’s product and the customer. But when you are in sales, it is all about the personal brand of YOU.
That brand of You gets created with the Value you bring to the table specifically. If the prospect does not find you knowledgeable on different aspects of his business and requirements, he will consider you a waste of time. So even though you may have the best product or service in the market, they will not buy from You.
As a sales person today, its table stakes to get to know about the person you’re meeting, about their business, industry challenges, regulations etc.
You also need to be able to challenge the assumptions that the customer is making and showcase the same to them. Most professional customers today like to interact with equals. When you create a differentiation with Value, you become the trusted advisor. That’s how you also improve your personal “positioning” in the market.
Gone are the days when salesmen could just wing a conversation about the weather, the photo frame in the customer’s office etc.
Its getting more and more difficult to get an appointment with a customer for a meeting these days. Get better prepared, figure out Why should the customer even talk to you. That “Why” will then help you create your Value.
Till next time then, create your own differentiation with the Value you bring to the table.