“Products will become a component of the offering, services will complement them, but the real differentiator will be that created by sales professionals themselves—in the way they help their customers identify new opportunities to grow and improve their businesses.” ~ David A Brock, CEO of Partners in EXCELLENCE
Lost on many growth professionals is the monumental shift taking place in the market. This blog by David Brock hits it on the head. Your customers are looking for advantageous business solutions. They are not looking to buy anything. No matter how hard you advocate, inform, cajole, persuade, or manipulate them, they will not buy unless they are effectively engaged and see the value they are looking for. And, that value is linked to one thing and one thing only, how your total offering provides an improvement to their business.
As you maneuver through the minefield of your sales day remember, your market has made a monumental shift and the successful professional provides solutions that helps your customer discover ways to improve their business.
Dave Cooke has recently launched his program the Sustainable Revenue Formula™ (SuRF), which provides businesses a comprehensive formula for effective and sustainable revenue growth. To learn more and receive your complimentary copy, “SuRFing the Wave: Navigating the Rough Waters with Innovation and Growth”, please contact me: dave@salescooke.com.
Dave, I’m flattered by your comments. Thanks very much! Regards, Dave
Couldn’t agree more Dave. In the world of commodity selling, when pricing, product info and the competition are all just a click away – the true differentiator in the selling transaction is the salesperson. And a well trained salesperson makes all the difference.
Hey, this is my first comment on ur site. I’ve been reading it for a while in my RSS reader but haven’t commented before. 🙂 Anyways, thanks for the post.