Top Performing Sales Reps Add Value
The difference between selling and helping your customers to succeed cannot be overemphasized. Selling solutions is not just about you, your products or your sales quota. Selling solutions is about creating measurable value for your customers. Selling solutions is about helping your customers to succeed – personally and professionally.
Low Performing Sales Reps Try to Close Deals
Selling a solution that matters to the customer is very different from selling a product without regard to the customer’s wants or needs. The difference is in the salesperson’s perspective and purpose. Low performing sales reps prioritize pushing products, meeting internal targets and closing deals ahead of the best interests of their customers.
What High Performing Sales Reps Do Differently
High performing sales reps understand the difference between selling and helping your customers to succeed. They behave differently in two key areas:
1. Customer Focus
The biggest difference between “just selling” and helping your customers to succeed has to do with customer focus. The best solution sellers understand their customer’s business and focus on solving important customer problems in a way that makes sense for the customer’s unique situation. They excel at identifying what matters most, linking their solutions to customer priorities and articulating their unique value-add.
If you want to improve sales performance, help your sales reps improve customer intimacy by having enough knowledge of the client’s industry, business, organization and the client themselves that they can add unique and measurable value.
We define conviction as your most deeply held beliefs about the value of your role, your offerings and your contribution. Sales conviction strongly influences how sales reps present new ideas, which in turn influences those around them. Sales reps who believe that their company and their solutions can make a difference deliver an average of 12.4% more revenue than their equally skilled and experienced peers.
The Bottom Line
When you deeply focus on your customer rather than on what you have to sell and when you deeply believe in the purpose and value of your offering, your sales performance will increase. Pushing a sale without a sense of what you can do for your customer and how you can support their success is only a temporary win. The personal and professional value that you get from providing something your customer truly needs is worth the effort.
To learn more about the difference between selling and helping your customers to succeed, download The Top Sales Skills to Challenge Customers
How to Sell Value versus Price
7 Threats to a Positive Company Culture
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Business Development Manager
LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.
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I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.
LSA’s customized Effective Presentation Skills program has helped me elevate my presentation skills to the next level. I now have a much greater self-awareness of my presentation skills and can leverage off of my strengths while working to improve upon other areas. I would definitely recommend this solution to anyone for whom business presentations are an integral part of their job.
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I have worked with other training companies and found it to be more of a seller/buyer relationship than one of matching the right expertise to our business issues. That’s what LSA does – ask the hard questions, listen, and understand our business needs. We receive the benefit of their expertise from assistance with personal development plans to enhancing team performance, to looking at enterprise-wide challenges. It’s all about helping our business succeed as we grow. Right now, LSA is providing great ideas, a fresh approach, and valuable guidance as we develop our management team and accelerate our client relationship management results.
Director, Team Development
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VP of Human Resources
I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.
Human Resource Manager
We engaged LSA to design and deliver a 6-month custom executive coaching program for a group of our key leaders. The focus of the program was to help a core group of senior leaders to leverage previous investments in management training, to ensure the engagement and retention of key employees, and to push critical strategic initiatives forward. Even with the high expectations of our senior people, LSA has completely exceeded our expectations. I would recommend them to anyone looking to create and implement a custom coaching methodology using proven tools to drive true change.
Senior HR Manager - Staffing, Training, & Development
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