How can you be a Winner in Sales, Always? Try this 2K's policy ...
I had a very interesting conversation this week with a Client. While all organizations are trying to solve similar business problems with arguably differentiated solutions, who really wins? All sales executives meet the same decision makers in any Org, ask similar (if not same) questions to better understand their business needs. Then how do some get better at providing a "winning" solution than the other? It is simple and boils down to 2 key aspects (I call it 2K's):
1) Knowledge of Client - This is clearly knowing your Client and Industry at large. More you know, the better you will be in understanding their broader pain points. I have my favorite example of a "Doctor" Analogy. If your Client has head ache and needs medicine, you need to understand the root cause of this head ache and address the root cause. All doctors do this with ease - Cure the Cause and not the symptoms. Sales man should be like a doctor who focuses on the root cause (longer term) while addressing the head ache (Short term).
2) Knowledge of the Solution - Knowing what you really have - becomes complex when you have a huge portfolio of offerings - you tend to boil the ocean. Clear knowledge of your solution will give you the ability to articulate the business value much better. If you can't explain the value proposition to the Clients, in a way they understand, it is mostly your problem - not able to articulate the value - as opposed to "Clients don't get it"!
Happy Selling and winning with 2K's!