To be competitive, selling professionals must be competitive

To be competitive, selling professionals must be competitive. It appears that taking the time to develop a training program does in fact pay tangible returns. Many companies think that sales training can help with the strategic account planning aspect of selling. More importantly is providing selling professionals with a methodology they adhere to and more importantly create attraction.

The Law of Value Proposition

Many professionals are quick to state what they do for a living. While not much is incorrect with this statement, the tendency forms stereotype. And, worse yet as an entrepreneur operating a business, one gets placed into a pool with competitors. One of the best assets for every selling professional is a value statement. Be mindful, this is not an elevator speech. This pithy statement ends the stereotype and focuses all attention completely on the prospective client. A value proposition is solutions based with all benefits focused on the consumer. Customer value propositions have become one of the most widely used terms in business markets. These simple statements enable selling professionals to articulate their company’s position into useful terminology that engages the prospective client.

The Law of Referrals

Proper attraction involves referral acquisition. Professionals abhor asking for referrals! Business is driven by the ability to ask for new business. If clients are happy with your work they will willingly provide others with your value. The best way to seek referrals is when you are first engaged with the client and they are at an emotional high. More importantly you want to ask when you are in the account, since this is the best time to be top of mind.