Enhance your sales strategy with customer focused selling in United States

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I'm Bruce Wedderburn chief sales officer for integrity solutions this whole concept of value comes up all the time you you go out onto the street and you stop a hundred salespeople and you ask them do you sell value and you're going to get a hundred people saying absolutely I mean almost resent the question but if you peel back the layers and ask what do you specifically do in the way that you plan and execute customer meetings that delivers that value you're going to get a hundred different answers so in the research that's been done in asking customers the customers are willing to pay a premium for that value what do they say when they spend an hour with a salesperson for example when they get value out of that what are they getting here's what they say is a very little value the salesperson was an expert at describing their solutions to us the history of their firm that the case studies the references that's a very little value in fact they can find most of that information online without having to spend time with a salesperson they said the most value comes with the salesperson brought insights to me and got me to think a little bit differently about my business or about my operations and did so not in a lecturing way they didn't come in to teach me something but they're coming and asking me some really insightful questions that get me to think through my business that is what customers have said time and time again is of tremendous value to them we focus on that a big focus of that in integrity selling is on the interview part of the conversation the gap model really is how do you ask those deeper more thoughtful questions to get that customer to peel the layers back and start to examine what their challenges are what success looks like to them in a way they might might not have without your help