Salespeople
who consistently bring value to their customers are the salespeople who get
called again and again. To stay on top of your competition, consultative
selling training experts maintain that it is not enough to have high quality
offerings at good prices. You need to prove that you understand your customer’s
needs and that you are an expert who can fulfill those needs with your
product/service. How can you demonstrate your expertise? By consistent delivery
of solutions that work and sharing current content and insights that matter to
your buyer.
Buyers
want to keep up to date on their industry, their market and their competition.
You can help them do so by sending them content that is current and relevant.
- Do your homework.
- Read the trades and bookmark sites that feed you information that would be helpful to your clients.
- Forward content that fits their situation.
Be judicious in what you share…as long as the white papers, industry studies and webinars educate your buyer, they will enhance your relationship and add to your credibility as a trusted and valued advisor.
