Your Most Valued Asset as a Sales Professional?

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The question often asked is “What are the most valuable assets of a sales professional?”

Today during a morning training session, the question was posed a little differently as “What is ‘the’ greatest asset of a sales professional?”

I think this question was answered today when one of our sales representatives phoned me with the news that he had opened a new customer after a lengthy buying cycle. After the congratulations were given, I called the customer to say thanks for her trust in our organization and the opportunity to assist her team in reaching and exceeding their 2013 sales expectations.

Just before hanging up, I asked her what were the factors that influenced her decision?

After a short pause she stated that, after weighing all of the options, her team’s decision went in our favor based on our representative conveying a genuine ‘desire to help’. She further stated that his manner clearly demonstrated that partnering with our organization wasn’t about his future commissions or pleasing his boss (me), or growing his company, it was about a desire to help her team and organization. There it is, it is simple as that.

I thanked her for her time and wished her and her staff a Merry Christmas and Happy New Year.

Let me ask you….

How do you recognize this type of sales professional? Does your toughest competitor practice this approach? Do you or members of your team use this approach? How can you benefit from this story to enhance your success in 2013?

Lets take a look at seven influencing characteristics that define the ‘desire to help’ approach:

  1. Taking the time to identify their prospects requirements and expectations.
  2. Effective questioning to identify the types of problems they are trying to solve.
  3. Giving serious thought to matching the strength of their offering with the above feedback, and presenting it effectively.
  4. Timely follow up.
  5. Conveying a message of ‘commitment’ to the prospect and their desires – not merely showing an ‘interest’.
  6. Understanding how develop relationships with others within their prospects organization.
  7. Staying close to the situation as priorities shift throughout the buying process (and they did).

After my conversation with our new customer, my next call was to our Rep., asking what was his mo-Jo in making this happen? Sure, I read the reports in our CRM but I wanted to hear of his experience first hand. I recorded the above seven characteristics on a Chick-file-A napkin as fast as I could, in order to pass them along to you!

So there you have it. You can take a ‘desire to help’ approach in identifying needs, solving a set of problems and turn your prospects concerns into a smile. Simply because you care!

To your success,
Andy

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