How to Uncover the Hidden Value

You’re either a strategic partner or just another line item in your customer’s budget. Want to earn insider status? This video gives you the blueprint for uncovering hidden impact across their business and delivering insights they can’t get anywhere else.

Don't forget to check out last week's top tip: 3 Ways Out of a Sales Slump!

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If you prefer to read - here is the transcript:

I am shocked at how many sellers don't manage their accounts by having at least once a year strategic conversation with their customer. They think that a business review or a project review is just about sharing back information that says, here is how much you bought, here's how much you paid. Well, that’s information that your client can get in their own ERP. So what value are you writing? Why are you even there? You know, if they could get that information by bringing up a spreadsheet, isn't it a waste of time for you to just have a meeting with them? That's thinking tactically and not strategically.

I want you to think about this. Most of your clients have multiple departments that are getting value from what you do. And they probably aren't talking to each other. They're not every day you saying, oh hey, you know that solution calling brought us? Well, it's helping me over here and it's helping me over here, and it's helping me over here. Right. That's not what they do in their business.

But you can be the orchestrator of getting all of that information together. So go to the marketing department. Go to the production department. Go to H.R. Go to the original buyers. Go to IT. Go to the tech department. Go to manufacturing. Go to the maintenance department. The drivers, the HR, finance... Whoever it is that you talk to in that sales process and gather the information so that you can show how it's being implemented across the organization and take that information to your buyer.

You doesn't have to be pages and pages and pages of information. It could be all distilled into two slides. What you want to show them is value that you're bringing, that they cannot get from their ERP or their CRM, that they could only get by having someone like you facilitating and curating the information across the organization and showing them how you can add value.

When you do that, you become not just a trusted advisor, but a true insider, a true partner to the organization. And they ask, how can we do more of this? How can you bring us even more value? Wow, I had no idea you contributed that many X or contributed that much value, or contributed in that way to the broader organization. I wonder if you can affect value over here as well? Is there a way we can do more with you? Become a partner or an insider?

And remember, always think about this in your presentation. Am I showing them stuff that you could get internally? And if so, don't show it. Instead, show what they can't find.