Selling With Your Own Point of View
Today I’m going to show you how showing up for a sales meeting without a point of view (POV) is silently killing your pipeline.
One challenge most IT staffing firms and their sales teams struggle with is coming up with an effective value proposition. Most sellers mistake their value proposition with an elevator pitch which only explains what a company does. As a result, sellers struggle with converting their cold calls into meetings.
I recently worked with Scott who is a sales rep with an IT staffing firm. Scott spends much of his time cold calling on new prospects. He's been trying to figure out his message for compelling prospects to take his call and meet with him. He shared with me that he often gets quick blow offs like "I have no time" and "send me your information." I asked him what his value proposition is and what reasons he offers for why IT hiring managers should meet with him and he shared with me the following:
Like many staffing sales professionals, he doesn't have a strong value proposition to capture the attention of IT hiring managers. Scott and I worked together for a few weeks to come up with a compelling value proposition that would capture the attention of his ideal prospects, IT hiring managers. Here is what we came up with.
Our customer, a large software manufacturer has been able to deliver an improved level of customer service while reducing their FTE headcount by 26%. 8% of their FTE’s have been redeployed to more strategic initiatives resulting in:
Notice how Scott's new and improved value proposition quantifies how his service made an impact for his customer? That is exactly what a value proposition is and does. A value proposition articulates how your service impacts your customers business. From the customer’s perspective, a value proposition answers the question of: How will my business change as a result of using your service?
If you need help creating value propositions including customer success stories that get meetings, check out my blog, Three Steps to Building Customer Case Studies
Learn more about cold calling by downloading the white paper called "Cold Calling Tips & Best Practices 2.0" now.
Today I’m going to show you how showing up for a sales meeting without a point of view (POV) is silently killing your pipeline.
What I’m about to share with you isn’t pretty. It’s going to make you uncomfortable.
5 min read
Since forever, staffing sales professionals have been trained to seek out job orders.
Most call hiring managers and ask: