Leveraging Value Once Defined

Leveraging Value Once Defined: from The Pipeline by admin

A couple of weeks back, I was asked about value, and provided a firm definition for value.  The definition is step one, it provides the direction for the seller, next sellers need to learn how to surface it and leverage it for the mutual benefit of the buyer and the seller.  As a follow up I was asked:
So working with that definition of value, that is removing obstacles that stand between the buyer and their objectives, how does a sales person know or determine the buyers’ objectives?
It takes a bit of practice but here we go:

http://www.youtube.com/watch?v=7FISRA6Wuxw
Next Step

• Develop a process for capturing specific client attributes
• Learn to key issues that have driven clients to engage and buy
• Develop questions, after all, based on the above you know the answers

What’s in Your Pipeline?
Tibor Shanto