High-Profit Selling: Win the Sale Without Compromising on Price by Mark Hunter

Author:Mark Hunter
Language: eng
Format: mobi
Publisher: AMACOM
Published: 2012-02-14T07:00:00+00:00

Your Knowledge Can Create a Long-Term Relationship

The impact of your bringing knowledge to a customer is huge. It’s the difference between merely making a sale and truly earning profit. I’ve seen many situations where a customer will continue doing business with a particular vendor based solely on the value of the information the salesperson brings to the buyer on a regular basis. When this occurs, the salesperson moves up the food chain to being somebody of definite importance to the customer. The measurement of success that I look for is if the buyer calls the salesperson and asks questions about the business or the industry at large that have nothing to do with whatever product or service the salesperson sells. When you receive these types of calls, where your customer is seeking your trusted opinion, then you have clearly reached the level of value to the customer where incremental profit is going to be made. You will make incremental dollar profit at the same time the customer wins by receiving incremental knowledge and insights that help the customer run a better business. Both the customer and you win by being able to leverage knowledge.

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