People - One on One

Module

The People One on One module adds to formal compensation review or job descriptions. It is a superb Tool to improve behavior when used by itself or in tandem with a formal program. This Tool Kit is very effective in improving everyone's performance.

Testimonial

Great for old and new salespeople. (Shows)how to be better prepared for sales calls.
Jim Ambrose Workshops

Selling Skills 1

January 11, 2016

Cracking an account in the wholesale business to business market place no longer is dependent on the sales person building a "relationship" with the buyer.  No one has time for that.  The  typical technique  in the sales call is when the salesperson spends most of the time telling the customer all about the "value add" services the company can offer. Forget selling your value add. 

Instead understand what the buyer "values" in a supplier.  I call that doing a customer value audit.  More on that in a later blog.   Once you understand what the buyer values in supplier, decide if you want to provide it, and if you do, provide it perfectly.  

This technique is not the process of uncovering pain points,....instead you want to know what will make the buyer happy when dealing with suppliers.

In my book Cracking Accounts (published by JJ Ambrose, order through jimambroseworkshops.com) I explain creative ways to uncover the "customer value audit."

 

By the way, your relationship will grow with the buyer as you provide perfectly what the customer values. 

Jim Ambrose