7 Misconceptions of Lower Third Salespeople

# 4: Misunderstand your company's value proposition

Ask: How would you describe the value of the product and services you sell?

From this discussion, you want to learn, his or her:


level of confidence and conviction in your company, the products or service, and customer service. 


what they really think about the value proposition of the company. Is it a good deal?


how they believe the company's value proposition stacks up against the competition.  They may believe your company offers value... but not as much as the competition. 


(Note: Lower third salespeople are often more aware of price than quality. So if your product/serves are value driven vs. price driven, then your salesperson may believe that that best value is the lowest price. More on this topic in the free training on Misconception #6: selling value against lower priced competition)

Now what you're seeking in your conversation with them is for them to number one talk about areas of the company that are not perfect. Number two how they feel about that. And that is the key how do they feel about these imperfections. And the

There are several key principles to discuss about this question. The first is that there is no company that is perfect. Every company has flaws. Some companies have more flaws than others. The issue is not whether a company has flaws. The issue is how the company responds to those shortcomings or flaws. The great companies respond quickly to make things right.

The second is that we don't need to be a perfect company to offer good value. If you are a good company, you have a good product or service, you do your best to offer good service, that value is enough for the customer. You don't need to promise that you're a perfect company. You don't need to act like every thing you do is perfect. You do not need to defend your imperfections like they're a perfect company. What you do is respond to imperfections with good service.

Number three and here's here's the value of imperfection. And this is the million-dollar concept to be able to share with your bottom one third sales people once you've gone through all the points above. And that is, there is no time during the entire service to your customer to show that you the sales person and we the company are there to give them good value then when we've messed up. When we've been less-than-perfect. It is then

Because all of the promises of customer-service arts is up to that point is just talk. It's just a promise. It's people saying yes we will give you good service the customer will fully experience the quality of service quality product that the company offers when you the salesperson give them good service when something goes wrong and you immediately do your best to correct the situation and make it the best it can be for the customer. That's the million-dollar equation. Customers don't need a perfect company. What they need is a sales person who does what they say, when they say it, doesn't overpromised, returns calls when they say they will, and gives them service. When things aren't perfect the salesperson responds quickly, and does her best to give them good service in spite of that imperfection. That is what the buyer wants. New paragraph 4,

Fourth what the buyer wants is you the salesperson it is.

Fourth the conversation to have with your bottom third salesperson is for them to except and reflect back to you that the key difference in the value proposition between your company and competitors may come down to them the salesperson. That they can tell you customers who will continue to stay with the company who is not giving certain features that other companies do just because they like the company, or they like the sales person who would takes care of them. And they are the key factor more then the company more than customer service more than the product or service it is them and the customer wanting to do business with them.

And that brings us to the next critical question about how establishing and maintaining rapport leads to more sales and will. And will look at that in the very next question…

Sent on the run from my iPhone 

The first 4 minutes

 The first several minutes of any conversation with a salesperson sets the emotional tone of the rest of your time together. 


Therefore, the more difficulty a salesperson is having in selling... the more beneficial it is to begin your meeting by finding aspects of their selling that they are doing well. 


That affirms to your salesperson that you do recognize the good aspects of their work. Then, when you address areas needing attention, they are more willing to consider and act upon your suggestions, because he or she believes you understand and value the efforts they are already giving. 


By the way, this practice is valuable for all your professional and personal relationships. 

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