Great Sellers Sell Their Resources More than Their Solution

Great #sellers sell their resources more than they sell their product, service or solution.

Anything you bring to the table – your time, other people, investments you can make, assessments and even your boss – these are all valuable resources.

Customers need to understand the team supporting them and need to be privy to all resources they are entitled to or that are available to them.

I remember when I was selling into territories and struggled getting some clients to respond or engage during #prospecting. After strategizing with my boss, I’d sell a meeting with them, positioning a unique opportunity to get them in front of the Director of the XYZ region so I could better advocate for them going forward.

Any time I bring forth a new program or a new colleague or partner, it’s important to position this investment accordingly. They need to understand what we are doing and why we are making this investment in the #relationship.

Recap the investments you have made leading up to a deal. Deals are not all about discounts, but a formal acknowledgement of the #partnership and #collaboration. Recapping everything you have brought to the table up to this point signifies how much you value the #business and how much you have invested over time.


About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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