The Negotiator Magazine

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3. Know Where Your Clients Are Going and How They Want to Get There
You are a partner in the achievement of your clients' goals. The minute you cease to be vigilant about what they want and need, you run the risk of losing them to someone else who will be more responsive to their needs or will do a better job of helping them reach their goals. Your objective is to serve as your client's "roadmap" by taking the initiative on his or her behalf.

4. Identify and Focus on the Value Proposition
Your goal as a sales professional is to become a value-added partner in the achievement of your clients' goals. In essence, you have to prove to your clients that you are their best resource getting them where they want to be. This means focusing on the value proposition that helps clients reach their goals, thus attracting new clients and keeping existing clients happy.

What is a value proposition? It’s a way of creating unique value for your client's investment by creating a mixture of key elements:

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July 2006