11 Rules of Great Sales Professionals: Rules 5 and 6
Rules. What are rules? The dictionary gives the word ‘rules’ several meanings:
• A prescribed guide for conduct or action
• An authoritative statement of what to do or not to do
• An official regulation, code of regulations or set practice
As students of the sales profession for 25+ years, we are always being asked what good salespeople look like, and in fact have written three books highlighting our research on what top sales professionals do. Study these rules and embrace them fully if you want to excel. This is Blog #3, where we highlight rules 5 and 6. As you review them, we encourage you to identify one idea you can put into practice right away. Click here for previous posts on Rules 1 and 2, and Rules 3 and 4.
RULE # 5
OWN THE CUSTOMER EXPERIENCE
With products becoming commoditized, how the customer experiences you and what your company offers is a point of leverage.
The salesperson is the primary owner of the customer’s experience with your company. Yet, how everyone else in your organization assumes accountability for the customer experience drives repeat business.
Define your touchpoints and ensure everyone on the team is aligned to respond quickly, to solve problems, to delight, and to give just a little extra in everything they do.
RULE # 6
HAVE A VALUE STORY
Customers seek and buy value, as well as good advice. How you articulate your value helps the customer consider the benefits of working with you and your company.
The best salespeople master the conversations they have with their customers. They work relentlessly at crafting a persuasive story and point of view. They fine-tune a message that creates intrigue and provocative insight, and offers the customer a compelling reason to act.
Have you mastered your value story?