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Win Negotiations with Next-Level Solutions

Barry Wright, Director Grosvenor USA — Grosvenor Training

•WayPoint Analytics •Randy MacLean •Barry Wright •Grosvenor Training

The most effective salesmen know which customers to go after, especially in finite industries where new customers are rare.

Your competition will always eventually make a mistake, and you'd better be ready and already established when they do, because there is no better time to swoop in and take the customer as your own.

In order to successfully accomplish this, however, you need to know how to effectively get in there and build a rapport with the customer; make them warm up to doing business with you. This is only effectively done with genuine innovations.

It boils down to you solving the customer's problems. Bring innovation and education on how they can do their business more effectively should be the focus of any salesperson. The ultimate goal is always to make the sale, but the method is in solving the customer's problems, and help your customer do business more efficiently. It's when salespeople lose sight of that which causes them to fail.

In order to be able to solve your customer's problems, you need to understand them on a much deeper level than most salespeople do.

Learn more about your top customers and their business from their perspective; become a better consultant to the customer than anybody within their organization.

The customer can find value from just about any supplier, it's what extra benefits you can bring to the conversation that will put you in their favor.

Audio file: wright2-06.mp3