Can't You See my Point?

I was training a group of resellers for a company over the last weekend. During one of the sessions, I instructed everyone to stand up and give a 5-mins presentation of their product to the rest of the class. After that, they took a vote to decide who is the most “convincing and persuasive” presenter.

After the voting was over and the result was announced, a few of the participants shared with me how surprise they were with the outcome. This is because their peers did not support who they thought was the best. In other word, everyone seems to have a different idea of what was the “best”.

Sometimes, I think this is what makes life interesting and confusing.

For example, we may believe that we have presented well, but our prospect may not think so. We may think that we really care for our clients, but our clients cannot “feel” our love. We may be providing the best customer service, but is your best good enough for your customers?

Remember, what your customers, clients and prospects perceive is always the truth. Perception is reality.

It is just not enough that we provide value for our clients. We must also help our clients see that value that we are giving.

How?

Here are a few simple ways that I teach my students in my advanced selling classes:

1) Ensure your entire team understands your unique value proposition for your clients, not just you alone.
2) Ensure this is communicated in all channels of communication, including advertisement, emails, customers’ service officers, front desk receptionist.
3) Keep your communications channels open. Allow feedback to flow back to you in many ways.

The more interactions and contacts you have with your clients, The more opportunities you have to communicate what distinct value you possess.

Till we meet, all the best

teck beng
www.coachme2sell.com