Thanks for taking a look at my blog. My intention is to use this space as an opportunity to provide reflections on the world of high value sales. Although there are many terms out there – strategic sales, solution sales, high value selling etc in my experience to be successful it really boils down to just a couple of things:

1. Really understand a client’s business, their goals and ambitions and their challenges by asking questions

2. Listening hard (actively) so you can deepen your understanding of your customer or prospect and their world

3. Knowing your business so you can match the right solution to your client or prospect’s situation

4. Having passion, interest, enthusiasm and a desire to learn.

Ultimately, it’s about being a professional, taking pride in what you do and putting in the effort to understand the world where you reside professionally.

I’ve been reading some great posts – such as this one by Dave Stein - and I’m conscious there’s a lot of info out there and some great thought leadership. The interesting thing to me (and to others from what I’ve been reading recently) is that it doesn’t always (often?) manage to filter down to the individual sales person. Does this therefore mean it’s dependant on an individual’s ambition, desire, need (e.g. money, recognition), protestant work ethic, belief in themselves, nurturing, mentoring, management of? I expect it’s all of these to a greater or lesser degree (spot who’s got the protestant work ethic instilled in their DNA).

I’m no psychologist but I am interested. As I discover more I’ll let you know.  Thanks for reading and please help me answer some of these thoughts.

Richard.

Filed under: High value selling