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A consistent characteristic of high performing sales teams is that they discover how their customers define value and then engage and execute accordingly. High Performing sales teams recognize that when their sales efforts are focused on the value expectations of the customer, the relationships that are developed are deeper and more long-term. Today, value and relationships seem to go hand-in hand when suppliers and customers engage. A relationship that is based upon understanding and defining value expectations provides a platform to take your relationship with your customer to the next level.
In this week’s featured article, (number 7 in the ‘Best Practices of High Performing Sales Teams’ series) learn how PMI has determined that in leading sales organizations, competitive positioning and differentiation occur more naturally during the sales process if the sales team first seeks to understand how the customer defines value.
Read the article here.
To view the previous 6 articles, “Proven Sales Best Practices”, “Consultative Selling Skills”, “More From the Middle”, ”Sales Effectiveness Measurement”, “Effective Sales Coaching” and “Top-Down Vision” please fill out a brief form here.
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Kind regards,
Susan Niemchak
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