When new sales reps get their first territory, the assignment comes wrapped in excitement – and a bit of terror. All sorts of questions float through the sales rep’s mind, such as I’m new, so how can I be credible?” and “How can I provide value to the customer?”
It’s a bit too much to tackle in one blog post, but we thought we’d start the journey by looking at value. We asked first line and middle level sales managers at a Fortune 500 company: What would you tell new sales reps about how they can learn to provide superior value to their customers? Here are some of the points they shared with us …
- Learn the customer’s business.
- Develop a passion for your business – it will wear off on the customer and help you develop a long term relationship.
- Focus on your customer’s needs. Learn from the customer how they define value – don’t make assumptions – remember what value means is different for every organization and every individual contact.
- Provide service. And, when possible, leverage the expertise you’re bringing to the customer from prior position.
- Don’t over-promise – the customer remembers what you deliver, not your best intentions.
Check out other posts on sales effectiveness at the Sales Training Connection.
©2011 Sales Horizons™, LLC