This article is reprinted, with the author Anthony Iannarino’s permission, from the WittyParrot “My Best Tip for Sales Success” eBook published in May 2015.
There is one most important thing for you that is going to help you to create & win opportunities and it is to focus on what is value created for your client. Create that value, you are going to need for business acumen & situational knowledge. The more you know how to help your dream client discover & achieve their most strategic outcomes, the more value you create.
The things that will prevent you from creating value for your dream client are things like behaving transactionally. If you try to sell your product or service, if you focus on features & benefits instead of higher levels of value, then you can’t distinguish yourself as a consultative salesperson, a trusted advisor.
Make 2015 the year you develop your ability to create massive value for your clients.
About Anthony Iannarino
Anthony Iannarino is the President & Chief Sales officer for SOLUTIONS Staffing, a best-in-class regional staffing service based in Columbus, Ohio. They provide light industrial, clerical, accounting, and scientific staffing solutions for our clients who need a higher-caliber employee, and the highest levels of service. He is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching & consulting company where he works to help salespeople & sales organizations improve & reach their full potential.