When we say creating value, we mean that our conversations are valuable to our contacts, stakeholders, or our champions. For as long as anyone can remember, salespeople spent time talking about their company, their clients, and their product or their service, even though it doesn't create value for your contacts.
To create value, you will have to help them with information disparity, the idea that runs through the main idea in "being one-up." Because you sell every day, and your contacts only make buying decisions occasionally, this means that you have a greater understanding of the sales conversation than your clients. As you go about selling, you learn all kinds of things, like their problems, how what they do is different from other clients. You also know what works for some clients, but not others.
Your contacts hope that you are going to help guide them and ensure that they will get an education about the rare buying decision that they need to get right on the first try. Your contacts need your insights, sharing all that you know that buyers find valuable. Teams should sit down and make a list of insights, information, and the trends that they are experiencing.
You might focus on what is working well, what is not working well, or some industry trends that are showing up in your environment. All of these ideas about creating value are designed to help your client make the right decision. This work will help you to win deals by being the best salesperson, the kind who shows up as a trusted advisor, an expert, and an authority in their industry.
You and your team would do well to create value in all of your sales conversations. it will help you to win more deals.
