How to Create Value for Customers

I was recently speaking to a colleague about how businesses can create and build positive relationships with prospects. In the following guest post, Norma of Remote Rep discusses how she initiates a sales cycle and creates value for the customer.

When I put myself in my customer’s shoes I usually see things either quite differently or more clearly and this helps me to create value from my customer’s perspective. Value creation can take different forms. A customer may need a problem solved, a new idea, or simply a new perspective on something. But what customers need all the time is quality information that helps them make informed decisions in a timely manner. So, to the degree that a sales person is able to succinctly articulate their business value proposition and the benefits they bring to the table upfront before ever talking about products and services, to that degree the customer will value not only the information shared with them, but the fact that the rep didn’t waste their time. The benefit to the rep is, he/she shortens the sales cycle and continues to focus on real business. Help your customer make fast informed decisions and build credibility doing it: they’ll love you for it.