How can you do a better job in creating value for your customer? For the moment, let’s forget about the value provided by the product and concentrate on how salespeople can bring value by the way they sell.
Today, it’s becoming increasingly difficult to sustain a competitive advantage by product alone, so creating a personal value proposition is more important than ever. Let’s take a look at some of the responses we hear most frequently for getting that done.
Seven best practices for creating a personal value proposition.
Follow-through. Do what you said you would do, when you said you would do it.
Anticipate the future – be proactive.
Have a strategic plan so you’re continuously moving toward your account objective.
Leverage your internal resources.
Focus on the customer, not the competition.
Keep up-to-date on what’s going on in your customer’s industry – know the trends.
If you don’t know, don’t pretend.