Value Creation - The New Sales Paradigm
Value Creation - The New Sales Paradigm
But that day she dragged herself in and slouched into the chair, all the while shaking her head back and forth as if in disbelief.
"I might as well be selling wastebaskets," she said, totally discouraged. "No matter how much I try, customers just don't see any difference between our system and the others. All they want to know is how much it costs."
In today's marketplace, this scenario is repeating itself over and over again. Karen wasn't selling cheap products; she was selling systems that cost thousands and thousands of dollars. And even when companies really do have product or service superiority, customers believe it's a short-lived situation and expect the playing field to be leveled again soon.
So how can you achieve and maintain competitive differentiation when everything in the marketplace is working against this?
That's truly the $64,000 question that everyone who sells should be asking themselves every single day.
We've entered into a new sales paradigm - and most salespeople have no idea that the rules of the game have changed. In this new sales paradigm, sellers must create business value with each and every customer interaction.
That's right - value creation is what it's all about! It's the only way sellers can differentiate themselves in today's economy. So how do you go about doing that?
First of all, I want you to think about a prospect you'd love to have as a customer or an existing client with whom you'd like to do more business.
Write their name down: ______________________.
Now imagine you've been granted a meeting with an all-powerful, all-knowing genie who is willing to answer any one question you might have related to achieving this goal. What would you ask this genie? Perhaps you're thinking:
* How can I get their business?
* What do I need to do to convince them we're best?
* How can I get the main decision maker to support my proposal?
* What can we do to get them to buy now?
If you're like most sellers, these are the kinds of questions that pop into your mind. They're all focused on strategies and techniques you can use to tip the scale in your favor.
While those questions are still important to ask during the sales process, in the new sales paradigm they are not the Defining Questions.
To be successful selling your product or service in the new sales paradigm, here's what you need to be constantly asking yourself:
* How can I help my customer be more successful?
* How can I provide value to my customer?
* How can my company contribute to making my customer successful?
This singular change in focus immediately affects your thinking. It's not about your product or service anymore. It's not about any particular sales strategy or technique.
In today's market, it's all about you providing value to your customers. So turn your brain loose on this question. New options and ideas that you never considered before will begin to emerge. These new alternatives can have a dramatic impact on your relationships with existing and prospective customers.
To be a Value Creator, your must change your focus today. Now. Immediately. It's the first step - the foundational step - to being successful in the new sales paradigm.
___
Value Creation The New Sales Paradigm - To learn more about this author, visit Jill Konrath's Website.
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I could tell something was terribly wrong the moment she walked into my office. Karen, an extraordinarily bright and talented young woman, usually exuded vitality and confidence.
But that day she dragged herself in and slouched into the chair, all the while shaking her head back and forth as if in disbelief.
"I might as well be selling wastebaskets," she said, totally discouraged. "No matter how much I try, customers just don't see any difference between our system and the others. All they want to know is how much it costs."
In today's marketplace, this scenario is repeating itself over and over again. Karen wasn't selling cheap products; she was selling systems that cost thousands and thousands of dollars. And even when companies really do have product or service superiority, customers believe it's a short-lived situation and expect the playing field to be leveled again soon.
So how can you achieve and maintain competitive differentiation when everything in the marketplace is working against this?
That's truly the $64,000 question that everyone who sells should be asking themselves every single day.
We've entered into a new sales paradigm - and most salespeople have no idea that the rules of the game have changed. In this new sales paradigm, sellers must create business value with each and every customer interaction.
That's right - value creation is what it's all about! It's the only way sellers can differentiate themselves in today's economy. So how do you go about doing that?
First of all, I want you to think about a prospect you'd love to have as a customer or an existing client with whom you'd like to do more business.
Write their name down: ______________________.
Now imagine you've been granted a meeting with an all-powerful, all-knowing genie who is willing to answer any one question you might have related to achieving this goal. What would you ask this genie? Perhaps you're thinking:
* How can I get their business?
* What do I need to do to convince them we're best?
* How can I get the main decision maker to support my proposal?
* What can we do to get them to buy now?
If you're like most sellers, these are the kinds of questions that pop into your mind. They're all focused on strategies and techniques you can use to tip the scale in your favor.
While those questions are still important to ask during the sales process, in the new sales paradigm they are not the Defining Questions.
To be successful selling your product or service in the new sales paradigm, here's what you need to be constantly asking yourself:
* How can I help my customer be more successful?
* How can I provide value to my customer?
* How can my company contribute to making my customer successful?
This singular change in focus immediately affects your thinking. It's not about your product or service anymore. It's not about any particular sales strategy or technique.
In today's market, it's all about you providing value to your customers. So turn your brain loose on this question. New options and ideas that you never considered before will begin to emerge. These new alternatives can have a dramatic impact on your relationships with existing and prospective customers.
To be a Value Creator, your must change your focus today. Now. Immediately. It's the first step - the foundational step - to being successful in the new sales paradigm.
___
Value Creation The New Sales Paradigm - To learn more about this author, visit Jill Konrath's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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