What do you sell ?
Simple enough question and I'm sure either as a business owner or salesperson for a large corporate you are able to answer comprehensively , possibly even describing an entire product portfolio and the inherent functions within each.
That is what I would expect of a sales professional that knows their stuff.
Therefore let's ask the question in a slightly different way. Not necessarily more complex although if the answer is difficult for you to find then perhaps a rethink of individual and or business sales strategy may be required, unless you are in a high volume sell low environment.
The question being :-
"What is the value of what you sell in the customer's eyes ?"
Of course there could be the aesthetic elements like we've sold them something in a colour that matches their kitchen or the customer really needed this as their old one was past it's best etc etc. Neither of which really articulates a vlaue in terms of what you have provided them, for if that is the best that can be described in value terms, likelihood is they could get from most of your competitors.
So think of it in a few different ways :
What do you provide over and above the competition ? Don't just think price points or discounts.
What is the value of buying from you - is there a service element others don't offer ?
What is the real value of the product of the service that the customer would recognise. Understand the actual tangible value to them ! For this you need to delve that little deeper to understand their lifestyle a bit. If a major corporate then you need to articulate it in value terms of moving the whole or part of the business forward. In such cases it usually means more for less but a premium will be acceptable if there is an impacting value elsewhere !
These are just a couple of examples to whet your appetite but this is the level on which you should be thinking. If you just want to sell commodity and volume then that's your choice but when competition increases you may find that without a differentiator , you are running to catch up !
That is what I would expect of a sales professional that knows their stuff.
Therefore let's ask the question in a slightly different way. Not necessarily more complex although if the answer is difficult for you to find then perhaps a rethink of individual and or business sales strategy may be required, unless you are in a high volume sell low environment.
The question being :-
"What is the value of what you sell in the customer's eyes ?"
Of course there could be the aesthetic elements like we've sold them something in a colour that matches their kitchen or the customer really needed this as their old one was past it's best etc etc. Neither of which really articulates a vlaue in terms of what you have provided them, for if that is the best that can be described in value terms, likelihood is they could get from most of your competitors.
So think of it in a few different ways :
What do you provide over and above the competition ? Don't just think price points or discounts.
What is the value of buying from you - is there a service element others don't offer ?
What is the real value of the product of the service that the customer would recognise. Understand the actual tangible value to them ! For this you need to delve that little deeper to understand their lifestyle a bit. If a major corporate then you need to articulate it in value terms of moving the whole or part of the business forward. In such cases it usually means more for less but a premium will be acceptable if there is an impacting value elsewhere !
These are just a couple of examples to whet your appetite but this is the level on which you should be thinking. If you just want to sell commodity and volume then that's your choice but when competition increases you may find that without a differentiator , you are running to catch up !
Comments
Post a Comment