In today’s episode, I’m pulling another snippet from our online training session at TSE Hustler’s League and we discuss value-building. Here are the important points we discussed:
A lot of salespeople think that the biggest issue is prospecting while the data is actually leaning towards their ability of being able to close more deals. Why?
Well, it is because they did not spend a lot of time closing deals. You spend a significant portion of your time prospecting when you should actually focus on creating value and helping your customers convert to get to the point where they make a purchase.
Do the opposite of what everyone else is doing, not only in sales but in every aspect of your life. Create value in a way that makes you stand out.
Figure out what you need to do to help your prospects see the value that you offer. Learn more about the prospect before having a meeting with them.
Case study: Starbucks
Now let’s turn the tables.
Point out something they did not know to the point that they see the light and the vision that they would want to change.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.