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.