Want to be an A Player on the Sales Team?

You’ve heard it before – sell value not price. If you can focus on that detail when you’re pitching a customer, you’re one step closer to getting the contract signed. But, how exactly do you sell value? Check out the new survey from Forbes Insights and Brainshark for some answers.

The survey focuses on how top sales teams differ from their mediocre counterparts. They also studied the performance of individual sales reps like you. At least 81% of top organizations say their best sales folks sell value over price. To know the value of your product or service, you have to be familiar with details. How exactly does your service compare to what’s out there in the marketplace? And how will the features of your product and service benefit your current prospect?

To answer these questions, you’ll need to spend time understanding what you sell. Don’t be shy about obtaining this information. If your sales manager is offering lunch and learn sessions, grab your salad or soup and sit in. During these sessions, ask questions. Find out how your product or service helped solve a problem for an existing customer.

You also need to make use of the marketing collateral your company has developed. The Brainshark survey reveals that 41% of top organizations prize having content in the field. Load the material onto your tablet so you can access it easily during your presentations and question and answer sessions with prospects.

Finally, be prepared to listen. The client you just closed likely was swayed by a specific element of the service you offered. She bought the deal because she believes she’ll get more out of your company than she’s actually paying. But, there’s no guarantee the next prospect wants the same thing. Listen to the problems your prospect is trying to solve, pitch the features of the product that meet his needs, and you’re one step closer to being an A player on the sales team.

Kathy Crosett
Kathy is the Vice President of Research for SalesFuel. She holds a Masters in Business Administration from the University of Vermont and oversees a staff of researchers, writers and content providers for SalesFuel. Previously, she was co-​owner of several small businesses in the health care services sector.