Sales people need higher levels of skills
In an earlier blog, I shared insight from S. Anthony Iannarino’s recent Funnelholic webinar, sponsored by KnowledgeTree. Iannarino identified some of the biggest challenges for salespeople in today’s business climate, and introduced solutions for each.
The challenges all come together and make it difficult to earn reasonable margins. Internet sales, globalization and a number of other factors are directing buyers to hyper-focus on price. This is driving margins down for salespeople. Today we’ll look at ways that sales people can overcome the margin challenges and win more clients at higher margins. It’s all about creating more value in new ways that create differentiation and take the focus of price.
Iannarino insists that we can’t just be satisfied with the old ways of creating value for our clients. And we can’t count on our old skills. New techniques must be used and greater skills must be honed. Here’s a primer on Iannarino’s “Four Levels of Value.”
Level 1: Product-based sales
Level 1 value creation is a product of the most basic client relationship. It’s a fundamental building block for new sales people , but not sophisticated enough for today’s sales landscape. People limited to Level 1 skills (prospecting, storytelling closing) are struggling to meet their quotas.