One is to implement a value-based selling philosophy. You need to show buyers value: Value in what you are selling, valuable communication from you, and valuable meetings. You can do this by giving sellers what they want from buyers, which is:
To connect
- with them personally
- the dots between needs and solutions
Convince them that
- the seller is the best choice
- the solution will yield maximum ROI
- there is minimum risk
Collaborate by
- working well together
- bringing new insights and ideas
Read the full article here: Sales Opportunities You Can’t Miss in 2019