How Emphasizing Resources & Relationships Over Products Will Skyrocket Your Sales Results

“Great sellers sell their resources more than they sell their product, service, or solution.” “It’s all about how you position the investments that you’re making and the colleagues that you’re bringing in.” “As sellers, we are advocates and evangelists not only for our brand and our organization but for our clients.” “It’s very critical that your customers understand what we’re doing and that we’re transparent in how we are trying to navigate these resources.” “Recapping those investments and resources that you bring to bear is truly doing your due diligence as you near deal completion and ideally a path forward of partnership.”The Art of Selling: Emphasizing Resources Over Products

Great sellers understand a fundamental truth about their craft: they sell their resources more than they sell their product, service, or solution. This philosophy transforms the sales approach from a mere transaction into a robust relationship-building exercise. Every element you bring to the table—be it your time, the expertise of your colleagues, investments, assessments, or even your boss—becomes a critical resource that enhances the value proposition for your customers.

Understanding and Leveraging Resources

Customers must recognize the team supporting them, understand who these players are, and be aware of the roles they fulfill. Additionally, they need to be informed about all the resources available to them. This comprehensive understanding fosters trust and facilitates smoother interactions.

For instance, during my tenure selling into various territories, I often faced challenges in engaging clients or eliciting responses during prospecting activities. After strategizing with my boss, I adopted a new approach: selling a meeting with him. This wasn’t just any meeting; it was positioned as a unique opportunity for the clients to engage directly with the director of the XYZ region. This approach allowed me to better advocate for them going forward.

Positioning Investments Strategically

How you position the investments you make is crucial. This includes introducing new programs, colleagues, partners, assessments, or engagement workshops. It’s essential to communicate why you’re making these investments, the value behind them, and the desired outcomes. For example, positioning my boss in such a strategic manner underscored the importance of advocacy. As sellers, we are not just representatives of our brand and organization; we are also advocates and evangelists for our clients, ensuring their stories are effectively communicated internally to garner more resources.

Transparency and Recapping Investments

Transparency is vital in maintaining a healthy relationship with customers. They need to understand the efforts you’re making and the resources you’re investing in the relationship. This transparency is particularly critical as you near deal completion. Recapping the investments made throughout the journey can be both illuminating and beneficial. It highlights the series of steps taken, the rationale behind each step, and the investments made along the way.

Building Towards Partnership

Recapping these investments serves as a testament to your commitment and seriousness about moving forward. It underscores that the journey has been purposeful, leading to a potential partnership and future collaboration. By diligently documenting and communicating these investments, you demonstrate your dedication and thoroughness, laying the groundwork for a strong, enduring partnership.

In conclusion, great sellers excel by emphasizing the breadth and depth of resources they bring to the table. This approach not only enhances the perceived value of their offerings but also builds trust and fosters long-term relationships with their clients. Through strategic positioning, transparency, and diligent recapping of investments, sellers can transform prospects into partners, ensuring mutual growth and success.

#SalesStrategy #SalesTips #CustomerSuccess #BusinessGrowth #SalesLeadership #ResourceManagement #ClientEngagement #SalesTechniques #ProfessionalDevelopment

#SalesStrategy #SalesTips #CustomerSuccess #BusinessGrowth #SalesLeadership #ResourceManagement #ClientEngagement #SalesTechniques #ProfessionalDevelopment