Lesson 5: Five behaviors lead to value.


Five Competencies for Valuable Sal


Regardless of industry, contract size, or company size, companies should focus on five key sales behaviors to drive value in their Prospect Experience:


• Responsiveness • Preparation • Listening Skills • Knowledge • Unexpected Insights


Adoption of these behaviors helps modern sales representatives understand buyer motivations and pain points—and craft solutions (or position product offerings) to match.


4 5


3


1 2


Unexpected Insights Knowledge


Listening Skills Preparation


Responsiveness


“He wa specifi meetin


“Demo busine


“…lis abou you w


“They


“They if I w


Lesson 6: Value leads to future advocacy.


2


PeopleMetrics found enduring returns of loyalty, relationship building, and advocacy long after the sale. High-value meetings and high-touch interactions contribute to the perception of post-sale experiences.


In particular, clients who experienced above- and-beyond service as prospects have higher Net Promoter Scores than those who had less remarkable experiences as prospects.


A Champion Cycle exists: Great sales experiences positively impact the client experience, and great client experiences positively impact recommendations and new business opportunities.


...and gives you an advantage over others. 1


Positive word-of-mouth gets you on the list...


3


In-person meeting value drives decision.


5


Meeting value correlates with strength of customer experience.


4


Meeting value correlates with contract value.


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