Fresh insights from europe’s best natural coaches
Convincing your prospects of the value of your products is one thing, now you have got to deliver. Delivering value is about being authentic and 100% true to the value you have identified and created.
The Tech sector is one of the most exciting, vibrant and dynamic marketplaces with products and services that are constantly being improved and upgraded. Staying on top of what’s going on and of how your prospects can benefit from the latest innovations is a huge challenge. It involves deciphering reams of technical jargon and product…
In the first article of this series we looked at how best to go about identifying what your prospects value. As your relationship with them deepens and your understanding of their situation improves, the next step is to create the value. This involves specifying how your products and services are the solutions they need. However, this is one of the biggest challenges salespeople face.
To identify what is of value to customers is to understand the problems and difficulties they face and what they view as important and unimportant. Unless you understand what a customer values, you don’t have a realistic hope of adding value. It is about knowing the personal needs of your prospects, their hopes and aspirations as well as real insights into their industry and what they are up against.
Presentations are a growing part of everyone’s responsibilities today in the professional sphere, and you’ve no doubt been asked to give your share. For some, part of their natural make-up is to stand in front of a crowd, relaxed and confident, presenting interesting information that holds an audience enrapt. For the rest of us, it’s…
When you are talking to prospects, are you selling them products or are you selling them the value of those products? In other words, are you highlighting how those products will boost their business and bottom line? When you create value in your proposition, prospects should be able to see it answering their needs like nothing else around.
In a perfect world, we sell our products and services on the value our prospects and customers will receive from them. But every now and then, we come up against a prospect so focused on the price that they don’t hear all of the great benefits they’ll get with our product.
Sales is an imperfect science. What works for one person becomes something unwieldy and impractical for another. There are, however, some truths about sales that apply to everyone.
If you’re feeling like a Presentation Skills pick me up, here below are our top 5 Books we always recommend to our clients! They have been tried and tested by all here at Natural, and we are proud to shout about them below:
Almost everyone wishes they had closed more sales…what separates the super star salespersons from the mediocre is not taking “no” for a final answer. What do you do when confronted with an objection in the form of “no”? Do you tuck tail and thank them for their time? Or do you take the initiative to…
Your prospects may have formed a negative impression of you, even before you’ve uttered a single world. You can blow customer perceptions out of the water with the following tactics…
Why is it that some sales people seem to find clients or prospects growing on trees, while the rest of us slog through with a few leads and a lot of hard work? It’s not what you think.
Colour is subjective in many ways; our feelings in response to certain colours are often rooted in our own experiences and memories as well as our personality.