The Difference between Selling and Helping Your Customers to Succeed

a confusing signpost that does not tell the difference between selling and helping your customers to succeed

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.

2. Conviction
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

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LSA has been a tremendous asset to my portfolio, both at my current company and my past company. As an HR leader, I am always looking for ways to find external resources that can provide a solution to our management training needs. LSA does that for me. Their solutions are presented in a much more leadership-oriented manner so as to be crisp, business relevant, and easy to apply right back on the job. I will continue to augment our programs using LSA solutions.

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I have worked with LSA Global at previous companies and welcomed the opportunity to bring them in to support my new organization. We worked closely with LSA to design a solution for our Client Partner Teams and Management Training on both coasts. LSA designed a customized solution for our business and organizational culture. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner that makes an impact.

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HR Director

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

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Vice President of Human Resources

Thoratec

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

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Director, Human Resources

Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.

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