Have you ever wondered how it is that two people can be speaking about the same subject but one of them is surrounded by a group of people while the other only has one listener? How about when there are two restaurants in close proximity to each other; one has a long waiting line while the other has plenty of open tables. What’s going on there?
It’s a fascinating phenomena because both the lone speaker and the empty restaurant owner want what their competition has – an audience of people willing to give them a chance. They both have access to the things that should help them become a success, but for some reason, it doesn’t happen.
The same situation can be found within sales teams. Each member has access to the same resources as well as territories full of opportunity, but some reps will consistently outsell their team mates. The question in the minds of those who are struggling is: “What does he/she have that I don’t have?”
We’ve all seen it. Many of us have done it. We get excited about something new. We get even more excited by the results we are getting as we continue to follow our new action plan until, all of a sudden, we stop. Sometimes we don’t realize it at first, but then, the moment comes when we realize we’ve started sliding back into our old habits. It’s just one of those quirks of human nature.
Do this in the business world though, and people will think of you as a flash in the pan. You started off brilliantly, with everybody talking about you, but now you’re nowhere to be found.
When we think about persistence, we very often think about it terms of the ways we stay in contact with our clients and customers. But consider persistence from a client’s point of view. How visible are you to them? Do you have a presence above and beyond the phone calls you make or the emails you send?
A value proposition answers your prospect’s question: “What value will I realize if I do business with you?”
A vast majority of sales people and business owners answer this question by providing a rundown of their business qualifications.
As interesting as those pieces of information may be, they are from the perspective of the seller and put the buyer in the position of having to dig for information that might be relevant or of value to them. In every sense, a poorly executed value proposition relies on the prospect to figure out the value of doing business with you.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.