Buyers expect you to add value BEYOND your solution
Posted: Mon Jan 27, 2025 9:52 am
Did you review and internalize the notes from your previous meetings?
Did you do your homework before speaking to the client to understand their business?
Did you send a meeting summary in writing and follow up on the agreed-upon next steps?
Even basic human behaviors like listening can be massively impactful to your customer’s experience.
In Salesforce’s State of Sales Report, when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list while demonstrating ROI was tenth!
In his popular TEDx talk, “The Power of Listening”, Getting to Yes author, William Ury illustrates how the simple act of attentive listening helps us better understand and connect with others. Listening also has the added benefit of invoking feelings of reciprocity. When we listen to people and demonstrate an interest in their content and consideration of their feelings, it makes it more likely that they’ll want to listen to us.
And the best part about leveraging all these selling basics to create a high-impact buying experience; they require zero talent only practice and discipline.
Related article: Do Your Homework! 3 Reasons Why tunisia telegram data Science Says Personalization Drives Results
Related article: 5 Tips for Mastering the Art of Listening in Sales
According to Forrester, 60% of buyers prefer not to interact with a sales rep as the primary source of information; 68% prefer to research on their own, online; and 62% say they can now develop selection criteria or finalize a vendor list based solely on digital content. That means that when they DO decide to interact with a salesperson, they expect you to deliver value beyond the information they can find online.
In fact, according to Gartner, 88% of account managers believe servicing accounts above and beyond customer expectations is the surest way to grow.
Unsure whether you’re delivering a top-tier experience to your customers beyond your solution? Ask yourself this;
Would my prospective customers feel our interaction was valuable, even if they don’t end up buying from me?
Did you do your homework before speaking to the client to understand their business?
Did you send a meeting summary in writing and follow up on the agreed-upon next steps?
Even basic human behaviors like listening can be massively impactful to your customer’s experience.
In Salesforce’s State of Sales Report, when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list while demonstrating ROI was tenth!
In his popular TEDx talk, “The Power of Listening”, Getting to Yes author, William Ury illustrates how the simple act of attentive listening helps us better understand and connect with others. Listening also has the added benefit of invoking feelings of reciprocity. When we listen to people and demonstrate an interest in their content and consideration of their feelings, it makes it more likely that they’ll want to listen to us.
And the best part about leveraging all these selling basics to create a high-impact buying experience; they require zero talent only practice and discipline.
Related article: Do Your Homework! 3 Reasons Why tunisia telegram data Science Says Personalization Drives Results
Related article: 5 Tips for Mastering the Art of Listening in Sales
According to Forrester, 60% of buyers prefer not to interact with a sales rep as the primary source of information; 68% prefer to research on their own, online; and 62% say they can now develop selection criteria or finalize a vendor list based solely on digital content. That means that when they DO decide to interact with a salesperson, they expect you to deliver value beyond the information they can find online.
In fact, according to Gartner, 88% of account managers believe servicing accounts above and beyond customer expectations is the surest way to grow.
Unsure whether you’re delivering a top-tier experience to your customers beyond your solution? Ask yourself this;
Would my prospective customers feel our interaction was valuable, even if they don’t end up buying from me?