Build Sales Success > Know Your Strengths

5th March 2014 | By Frances Pratt

Build Sales Success - Know Your Strengths

Great businesses, just like great relationships, are built on flexibility around a core idea or value.  As the owner or founder of your business – this strength of purpose comes from you!
Learn how to use this to build sales success.

The key:

Know your core strengths, the foundations of your business, the base DNA that holds the life of your business together.  It is probably related to why you got into business in the first place and what now keeps you motivated to keep going.

How to: 

Spend some time really thinking and talking about this … and write them down.  It doesn’t have to be a 20 page manifesto, just a list of things that make you come alive in your work.

But wait there’s more: 

‘Get Crunchy’! This means you need to really find out where you add value and what that means to your client.  Some of these values will be qualitative and some quantitative.  Where they are quantitative – get the figures.  It is so much more influential if you can say that I can improve your bottom line by 19% than a ‘blanket statement’ about what you deliver to your clients.

Not sure where to start? 

Easy – if you are struggling, or even once you think you have it right …. Get out there and talk to your clients and check with them that this is the reason they like working with you or started working with you in the first place.

Here are three great questions to get you started:

  1. What value do I deliver to you?
  2. What do you like about working with me?
  3. What makes me different from other companies that could do this?

 

And while you are asking them – there are always things you can improve … why not ask this one:

  1. If there was one thing that I could improve in my business to make it easier for us to work together, what would that be?

 

Why do it? 

When you focus on your strengths, it will help you win over your ideal clients, by showing how your strengths add value to their business. 

Use this information to tell people memorable sales stories about you and your business.

The bottom line: 

If you know who you are and why people like working with you, you can use this information when talking to new clients.  You will sound (because you will be) confident and assured – two great ingredients for super sales people.

 

Like what you've read, and want to know more

Why not have a look at my FREE ebook on the 11 Secrets of Sales Champions ... specifically for people who honestly hate sales!

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