There are many new articles now about selling virtually. I will not pretend to preach what I have never needed to successfully practice. A “hat tip” to those who accomplish and celebrate these new skills. We will continue to explore these tools at our 2021 Tradewinds Council™ events https://www.jimthomasintl.com/the-tradewinds-counciltrade.html. Two factors that certainly continue to change in the digital age is the number of critical decision makers you need to navigate and the lengthening gauntlet of the buying journey.
I have been down this long road in what we used to call the “key account sales process.” The seller’s “key” is to differentiate their solution with extra services and value-added benefits. These services can be used to unsnarl your product/service from the competition, or to justify a premium price. I always like to have multi-functional benefits in my hip pocket to sway any secondary decision makers. What could some of these items that you will want to reinforce through the buying organization?
You do not need to offer all these special perks for every customer. Pick the ones that best cater to their needs. It differentiates both them and you. It is important to delineate the value derived from each of these services so it can be factored into the total cost of ownership. Quantification of the benefits makes them tangible and memorable.
Remember: We cannot get through these times without each other, so show you care by reaching-out and creating your own personal touch! I will be back to Minnesota after Memorial Day this year—and hope to see you and share a DQ blizzard soon!
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