As the world changes at an increasingly rapid rate, the sales industry has no choice but to adapt and change as well.
If you’ve been in sales long enough, you may remember a time when feature and benefit selling was a great way to create success with your sales endeavors.
However, in today’s market, feature and benefit selling is more or less dead. In fact, buyers are engaging in the sales process much earlier than ever before.
They may not even know it, but what matters most to your customers in this day and age is alignment. Let’s discuss a few different types of alignment that will help turn prospects into customers.
1) Value Alignment
Are your solutions in alignment to what the customer currently values most? It is only when your solutions align with your prospect’s problems that you can sell a product or service that truly makes a difference for your customer.
By ensuring that value alignment is present when discussing options with a buyer, you decrease chances for customer service issues in the future and maximize chances for a long and mutually profitable business relationship.
2) Process Alignment
Are your selling practices in alignment with what your customer’s buying processes are? By offering upfront and open communication with your prospect, you can both decide if your selling and buying practices compliment each other or if they are in disarray.
3) Thought Leadership Alignment
Are you considered to be a credible and reliable source who has previously worked with similar clients? To put it in perspective, if you’re looking to buy a new car it’s unlikely that you will go knocking on the door of a shoe salesman.
Your prospect will be more likely to work with you if you have proven yourself in similar situations in the past. ← Click To Tweet
Be sure to have testimonials and case studies ready to help your prospect make the decision to want to work with you.
If you want to create real results for your customers and turn them into long term paying clients, you must work to create these three types of alignment!
Tell us in the comments below, how do you ensure that you are properly aligning with your prospects?
For more ideas and strategies that will help you create prospects into customers, check out this free, powerful resource.