March 29, 2009

Belief and conviction in your offering will affect your close rate

If you are responsible for selling, it really helps if you have total belief in the value your solution delivers. An obvious enough statement one might think. Well not so obvious, I can tell you from listening to vendors and service provider talk about their solutions lately. 

Consider these three questions

1. Do you have conviction when you talk about the value of your solution
2. Do you sound like you understand what it takes to deliver the solution/service you are offering
3. Do you sound like you understand how as a buyer I am feeling about the change required to implement your solution or take on your service offering
4. Are you passionate and enthusiastic about it

If you answer yes to all three great, if you can’t, you need to sit down and review the actual value delivered to clients in previous engagements. In my honest opinion, conviction and belief gets built with experience and real world / practical understanding of how others have gained value from your offerings no where else. 

And please remember, it’s not the value marketing tell you about that will help build conviction and belief into how you communicate your overall value, it’s the value customers talk about that counts, this implies extending relationships beyond the point of order.

Food for thought

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