The consistent delivery of value to clients underpins the success of any business, yet many sales people do not review the value they have delivered with their clients.
When working with sales teams, we always ask this question: "If I spoke with some of your good customers and I asked them to describe the value you have delivered to them, what would they say?".
High performing sales people will then describe in detail the financial, functional and emotional value they have delivered, including how this is measured by the client.
Others will describe the generic benefits that have been delivered, but they are not answering the question as they actually don't really know the value they have delivered because they haven't asked the client.
For example: "We deliver great customer service." Our view is that's better than delivering bad customer service, but what value does "great customer service" actually deliver to the client?
Could it be.....
If you know the answers to some of these questions it goes a long way in understanding the real value you are delivering to your clients.
By the way this then leads to robust CVP's (customer value propositions) with real proof.
The 5 steps to conduct a value delivered review:
One last thing; many sales people shy away from doing this because they are not sure what to do if the value hasn't been delivered. If this is the case it's critical that you know because if you don't, the client is at risk and if you do, you can work with the client to address any issues to turn it around.
The good news is that many sales people don't conduct client reviews - so if you do, you're ahead of the game.
Take free our sales assessment and you will not only see how you compare, you will see key areas where you can improve.
|Tags: Sales Behaviours Initiatives Customer and Stakeholder Value Cadence|
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