|
| Developing
a Unique Selling Proposition is a video series containing
six tapes, each covering a different component of the
process for documenting and selling value. The topics
covered in each video are described below: |
 |
| Profiling Key Accounts |
Identifying
Who You Impact: Documenting the value you provide
is a good start. But you must also identify who you impact
with your value if you want to sell that account effectively.
Because most people do not buy on total cost unless it
positively impacts their position in the company.
Profiling Their Needs:
In addition to documenting the dollar impact your value
adds, it is important to identify how this value also
helps them to accomplish their goals and key performance
indicators. Understanding their needs can also help you
to determine what services and product features to offer
them in order to win the account.
Developing
a Sales Cycle Plan: Every sales person has a "process"
or cycle they sell by. It is the method people have learned,
either formally or informally, to follow. But this cycle
may need to be refined because of who you are now selling
to.
Planning the
Sales Call: Spending a few minutes prior to meeting
with the customer to layout the main points to cover and
questions to ask, can dramatically improve the outcome
of the sales call. |
 |
|
Videos
