Isn't it amazing when a sales rep gives you a few reasons why you might be interested in looking at one of their competitors? It kind of makes you want to work with her more doesn't it? Then, of course she manages to give you few more reasons why her service is probably a better fit, but in that moment you're intrigued. She was knowledgeable; she demonstrated interest in your well-being; and by providing real value to you the prospective client, she earned your trust. How do we make this a repeatable part of our sales machine? Startups strive to deliver 10x value by developing world class products. Why not hold our sales teams to higher standards and make this a goal for our pre-sales process as well?
“The best companies don’t win through the quality of the products they sell, but through the quality of the insight they deliver as part of the sale itself.”
- Brent Adamson and Matthew Dixon
Why should you strive for a 10X value mindset in your pre-sales process?
1) Demonstrate that you care about the client's best interest at heart.
2) Build trust so you can get them to open up and better understand their challenges.
3) Earn the right to propose solutions and win the business.
4) Deliver on the promise of helping them achieve their desired outcome.
One of my favourite scenes in Miracle on 34th Street was when Santa Claus recommends visiting a competitor. It was not only the right thing to do, but it ultimately ended up resulting in good business for Macy's also.
While it may be the sales reps duty to execute on the sales strategy, it's up to the organization to build a sales engine around the 10X value mindset. How do you do it?
7 Ways to Deliver 10X Value In Your Pre-Sales Process
With a 10X value mindset built into your pre-sales process, you're giving your prospects reasons to want to work with you at each step of your funnel. Each step is coordinated in a way that delivers something useful to the prospect, ultimately leading to a won deal and happy customer. This requires the company to treat their pre-sales process with a product mindset; it requires investment (e.g. time), it needs to be tested for efficacy (e.g. customer feedback), and needs to get better over time (continues development and iteration). Winning requires more than just having awesome sales people; it requires an awesome sales organization that's committed to being the best both pre-and-post sales.
Thanks for reading. If you found this post useful or are looking to build a 10x value pre-sales process, I'd love to hear from you. You can leave me a comment below or email me at firstname.lastname@example.org. Thanks.
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