I really like the concept of calling outside sales people BDRs (Business Development Reps). To me it really addresses what most selling is all about. Whether you are selling high-end luxury goods like swimming pools or automobiles...distribution or manufacturing sales, it's all about the trust and relationships you establish. The strongest relationships we develop as salespeople are with those customers for whom we have added the most value. Let's look at the title:
BUSINESS: In all of the above examples the salesperson's first responsibility is to know and understand the BUSINESS goals and dreams of our customers. Not every customer wants "bigger or more", some customers want help with an exit strategy or making things smaller and more manageable. You cannot know what their true goals are unless you ask the right questions and...really listen to the responses. Perhaps you can begin by asking how recent industry and economic trends or changes are affecting them. Whatever their needs, make sure they recognize how important their business success is to you and your business!
DEVELOPMENT: The secret to helping your customers DEVELOP their business goals is the fact that you now know what those goals are and.... you know all the things that you and your company have to offer as solutions. You probably know more about new technologies than your customers do, you have more opportunity of viewing similar businesses who have solved those challenges and you hopefully have a team of experts backing you up. It is important that you are educated by joining every trade group and reading every journal, following every blog, and attending every show and webinar. You certainly have to know the details of every new program your company is introducing and recognize what the benefits could be for each of your customers. Being a successful BDR is not easy, it takes a lot of time and effort!
REPRESENTATIVE: If you are an effective BDR, you can put yourself in your customer's place, REPRESENTING them and acting on their behalf. Part of your job is to help them by being their support in weak areas and letting them focus on their core competencies and strengths. Just as your customers need an attorney to represent them in legal areas, your customers need you to represent them in areas in which you are the expert.
If you really are a true BDR, make sure your customers know and understand it...if not...
BUSINESS: In all of the above examples the salesperson's first responsibility is to know and understand the BUSINESS goals and dreams of our customers. Not every customer wants "bigger or more", some customers want help with an exit strategy or making things smaller and more manageable. You cannot know what their true goals are unless you ask the right questions and...really listen to the responses. Perhaps you can begin by asking how recent industry and economic trends or changes are affecting them. Whatever their needs, make sure they recognize how important their business success is to you and your business!
DEVELOPMENT: The secret to helping your customers DEVELOP their business goals is the fact that you now know what those goals are and.... you know all the things that you and your company have to offer as solutions. You probably know more about new technologies than your customers do, you have more opportunity of viewing similar businesses who have solved those challenges and you hopefully have a team of experts backing you up. It is important that you are educated by joining every trade group and reading every journal, following every blog, and attending every show and webinar. You certainly have to know the details of every new program your company is introducing and recognize what the benefits could be for each of your customers. Being a successful BDR is not easy, it takes a lot of time and effort!
REPRESENTATIVE: If you are an effective BDR, you can put yourself in your customer's place, REPRESENTING them and acting on their behalf. Part of your job is to help them by being their support in weak areas and letting them focus on their core competencies and strengths. Just as your customers need an attorney to represent them in legal areas, your customers need you to represent them in areas in which you are the expert.
If you really are a true BDR, make sure your customers know and understand it...if not...
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