Bob Apollo joins Will on this episode of the Salesman Podcast to discuss what “add more value” actually means for sales professionals and how salespeople should be teaming up with their colleagues to improve.
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How Salespeople Can Add More Value
The show starts with Will asking Bob for a definition of what “added value” means and then they look at how listeners can convert it from a pretty sounded concept to something that will close more deals.
“Value is one of those least understood and most abused terms in the selling process. “
The show is wrapped up with Bob explaining the benefits of working with your sales colleagues (rather than always competing against them) to pool resources and to solve higher level problems that your customers might be facing.
Bob and Will also cover –
- What exactly is “value”?
- How to differentiate yourself and add value by asking better questions
- Why so many companies confuse adding value with making things more complicated
- Getting out of the way of prospects
- Why you should ask yourself if sales is really for you
- Working with your sales team to solve bigger problems
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Guest info:
As the founder of UK-based Inflexion-Point, Bob now works with a growing number of clients to equip them with the plans, skills, systems and programmes necessary to transform their revenue performance.
Bob has been a consistent champion of sales and marketing alignment throughout both his corporate and consulting careers, and has published hundreds of articles on the subject. Bob is a Top 10 author on the respected CustomerThink site, and was recently identified by OpenView Labs as one of their “Top 25 Sales Influencers for 2012”.
Show notes:
Related podcast episode – What The Heck “Just Add More Value” Actually Means For Sales People With Bob Burg
Books mentioned:
Let’s Get Real or Let’s Not Play: Transforming the Buyer/Seller Relationship
The Challenger Sale: Taking Control of the Customer Conversation
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
