Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
Are your reps still saying the same, old, tired answers explaining your uniqueness and value?
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One of the best ways to increase your team’s effectiveness (and sales) is to not respond with the same answers everybody else gives when asked “Why do I want to buy from you?”
Ask this question of your reps and you’re likely to hear… “Because of our high-quality products, strong levels of support, our competitive prices (we’re not the cheapest but we are competitive) and you get me!”
These responses themselves are not the problem, it’s that everybody else is also delivering this exact same message. And if your buyer hears the same message from everyone they just buy based on lowest price.
When was the last time you worked with your team on the best response to this question? Think this is a good time to work with your team to improve the consistency, effectiveness and persuasiveness of their response to a buyer asking “Why you?”
Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even more!
Are your sales reps presenting the same old tired messages of uniqueness when a customer asks, "Why do I want to buy from you?" Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the ways we can increase their effectiveness is to make sure we stop saying the same answer of why do I want to buy from you that everybody else is saying. See, the problem today is you ask any sales rep, why based on all the options, do I want to buy from you? The same four tired answers you're going to hear from everybody are, "Well, because of our high quality products, our strong level support, our competitive price, we're not the cheapest, but we're competitive, and you get me." Now, what's wrong with those answers? Well, the answers themselves are not where the problem is. The problem is that's what everybody's saying. So, the customer says, "Tell me how you're unique." You give them a generic answer, then you then the customer buys based on price. We need to be more unique and more value focused in the message we deliver of why based on all the options do I want to buy from you. But most sales teams haven't worked on that messaging. So each sales rep is delivering the same old tired stuff. Or if they do have a different message, it's completely different than everybody else is saying. What can you do to work with your team to help improve the consistency and the effectiveness and the persuasiveness that when a customer says, "Why do I want to buy from you?" you actually have an answer that makes you unique. Because when we do that, you'll sell even more.