The best sales professionals help their (potential) customers with answering three universal questions: 1. Why Change? 2. Why You? 3. Why Now?, in an objective way. (watch video)
When your sales team members guide your customer like this, they are experienced as trusted partners to solve their problems and gain the value together.
Helping your customer with answering these three questions sounds easy, and it basically is. But the most easiest things are the hardest to execute. It demands a different way of selling, where serious effort and time is required. To help your sales team to make this change, a value selling sales enablement strategy is recommended.
Being a trusted partner is the highest state in professional sales development (watch video), which rewards in a 20% higher sales performace compared to traditional sellers.
The three basic questions and 5 underlaying subquestions are universal and apply to every business. If you want your sales reps to become trusted partners, you’ll need to use a sales process which guides your customers in the best way. (watch video)
Every step in this sales process needs to be designed into the deepest detail, where qualification is key. “Do they meet your ideal customer criteria?” and “Do they have a problem worth solving?” are examples of this qualification.
Every step in this sales process advises your team members what to do. A tuned in value selling methodology helps them how to sell/communicate in the best way.
“Content is king” is what you here from all marketing experts. I agree, with the nuance that relevant content is king. Most companies have a tremendous amount of content. I would suggest to collect, sharpen and expand content regarding the top problems you can solve with your product or solution. This content should also be matched to the right step in the sales process.
Having all marketing materials in place is one thing, having all sales materials in place is a different league. This is even more important than the marketing material. These materials need to be short, concrete, up to date, creative and extremaly relevant. All of your trusted partners need to dream the content as well. To have natural conversations, training, practising and coaching is required.
Putting all ingredients together into one perfect dish like a chef, is an important component in sales enablement. There is only one place to do this; your sales enablement CRM software. If content isn’t part of your CRM software, this needs to be added as well. And last but not least of course; the right sales online training software.
I am the Dutch business partner of Membrain, the most rewarded sales enablement CRM software. There is also an embedded plugin for Salesforce. I also have experience with sales enablement projects in Salesforce, Dynamics 365 and Pipedrive.
Once all sales enablement pillars are ready for action, it is time to train and coach your sales team. Because selling like a trusted partner is completely different than selling like a transactional seller, they first need to unlearn before they can learn. This a big change in their mindset. From selling to helping. From product featuring to problem solving.
This change is a good opportunity to screen the sales competencies and sales mindset of your sales team members. SalesStep is the right tool to do this job, which provides visually strong insights in strengths and points of improvement. The ValueZone is certified business partner to execute these assessments and conversations.
To become trusted partners your sales team will learn new skills, a fresh and resilient mindset and how and when to use the right content. Not only in the blended live and online training, also after the training with practicle coaching on the job.
My name is Eric Boers and I am one of the Dutch pioneers in sales enablement.
My experience and knowledge of both sales and marketing, sales processes and sales methodologies and sales enablement CRM software are my biggest assets in sales enablement. In the last years my interest in mindset has risen as well.
I am the founder of a Dutch proprietorship named the ValueZone. If required I work with a team of sales enablement specialists, sales trainers and sales coaches.
Companies often ask me to start with sales enablement from scratch or to take this discipline to the next level. I am also often asked to start new innovative initiatives such as video prospecting. This is a subject I love to help with.
Let’s connect and explore the possibilities to transform your sales team into trusted partners. Past sales enablement projects were executed in Dutch and English, online and on location, and around the globe. If you have a challenging sales enablement project, I am willing and flexible to come your way, anywhere on this globe.
M: +31630492736 E: email@example.com
Challenge me for free and discover your potential growth and quick wins. You will not regret this.