- [Instructor] I frequently ask salespeople
during training sessions
how they have value for their prospects
over and above their knowledge
of their products and services.
They're usually silent or can't think of anything.
If you were asked that question, how might you answer?
Prospects expect every interaction with salespeople
to be valuable or they won't agree to a next meeting.
Recently, I created a poll on LinkedIn
asking about the main reason that prospects stall or stop.
The number one answer was failing to gain commitment
from the prospect for a next step.
How can we overcome this problem?
The biggest reason that prospects
won't agree to a next step,
is that they didn't receive enough value from the meeting.
I have some proven easy to implement solutions
that you can use.
One of the participants in my training program was Leo,
a senior seller with a professional services firm.
Leo had the answer to my question.
Leo knew that if he added the right value
at the right time during his prospect interactions
he would always be able to secure a next step.
Pause the video and open the value generator worksheet
and write notes on how you can generate value
for your prospects.
This exercise should only take you
about three to five minutes.
Leo made it a habit to consider
what his prospect would find most valuable
during his pre-call prep.
Do you prepare for prospect value during your pre-call prep?
You can learn more about pre-call prep
in my LinkedIn learning course, B2B sales strategy
pre-call prep for virtual or in-person deals.
For example, during the early phase
of the prospect's buying process,
they find tremendous value in questions
to help them define, clarify, or expand on their problem.
An example of a question Leo might ask is,
has your team considered and then he'll suggest an aspect
of the problem they may not have considered
or offer a new perspective.
Helpful resources for example, data assessments, audits,
or a subject matter expert from your company
to help them analyze their problem.
Stories or examples about others who had a similar problem
and how they solved it.
For example, case studies or market research studies.
During the busy middle phase
of the prospect's buying journey,
they find enormous value and tools or approaches
to help them simplify their complex
and often messy buying process.
For example, sample buying frameworks or technology tools,
introductions to experts who can provide depths
to their problem that they hadn't considered.
For example, the implications of their problem,
expertise to help the buying team visualize and shape
their desired state after their problem is solved.
For example, customized demonstrations,
tours, pilots, or onsite evaluations,
and examples of outcomes or results
that they can expect from your solution.
During the final phase of the prospect's buying journey
they find immense value in
introduction to others who have been down the same road,
sample implementation plans
to help them visualize next steps
and resolve any concerns or perceived risks,
and access to timely resources
such as implementation experts.
Leo went into each prospect meeting confident
in the value he could add.
By doing so, he avoided stalls,
his prospects wanted to meet with him again.
Now you can have the same impact
and success with your prospects.