ENGAGING ALL THE KEY STAKEHOLDERS
There's a simple but fundamental principle at play here: your prospective customers are far more likely to want to engage with you if they believe that they are likely to learn something valuable from you. Most sales methodologies stress the importance of asking intelligent questions at the appropriate time and with the relevant context.
But that's not enough - and focusing on questioning and ignoring or downplaying the other essential elements of effective business conversations can make for a very one-sided and unproductive interaction.
If you are to build meaningful rapport with your customers, as well as asking well-chosen, well-timed and high-impact questions you also need to share stimulating insights, tell relevant stories and come to the conversation well-equipped to answer your prospective customer's predictable questions.
There's overwhelming evidence that your prospective customers want to hear more thought-provoking insights and be asked fewer self-serving qualifying questions. Your goal - in every conversation - must be to share some useful information about a trend or issue that is important to them, and about which you have an interesting, unexpected and relevant perspective to share.
You must avoid falling into the "false thought leadership" trap. Far too many so-called insights are nothing of the sort - they simply serve to reinforce what the customer already believes. If insights are to create genuinely distinctive value, they must stimulate your customer to think differently about the subject. They need to reflect your organisation's hard-won experience and distinctive point of view. And they need to leave your listener intrigued and wanting to learn more. >>
Since the dawn of language, our minds have evolved to be particularly receptive to stories. Selling through storytelling has the potential to be far more effective in establishing emotional engagement than any standard product pitch or classic corporate presentation. And yet storytelling is all-too-often an undervalued and underdeveloped sales skill.
While some people may appear to be naturally gifted storytellers, the truth of the matter is that every sales person has the potential to develop their story telling skills. It's not just about how to tell stories - it's about what stories to tell. Our value selling system® provides a flexible framework for collecting, refining, classifying and sharing the stories that already exist within your organisation, teaching people how to tell them, and progressively expanding your pool of sharable stories. >>
The ability to ask intelligent questions is clearly an essential sales skill. But customers deeply resent being asked a stream of irrelevant questions and not learning anything valuable in return. Questioning must always involve an exchange of value: both parties need to feel that they are getting something useful out of the exercise, and that the conversation has a clear direction.
In addition to asking an appropriate blend of situational, problem, implication and value question types, and skilfully blending questions, insights and stories, sales people also need to ensure that their questions also stimulate their customers to pause and reflect on their issues, threats and potential opportunities. Our value selling system® is designed to equip and enable sales people to ask the right value-creating questions at the right time, in the right context. >>
Your customers will have questions as well - and of course you want to encourage them to ask questions as an important indicator of their interest and engagement. But sometimes your customer's questions can prove tough-to-answer - particularly for relatively new sales people who haven't yet accumulated the necessary hard-won experience.
It's also important that we don't confuse our customer's legitimate questions with genuine objections - each requires a different approach. Whilst we cannot hope to anticipate every possible customer question or objection, our value selling system is designed to help you to prepare and practice your answers to many of the most commonly-asked question types, and to coach and equip your sales people to respond with plausible and credible answers. >>
EXPERTS IN APPLYING VALUE-BASED SELLING TO COMPLEX B2B SALES
Our value selling system® will empower every member of your sales organisation - from your most experienced veteran to your most recent recruit - to progressively establish a unique value position in every customer situation...
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