Patty Baumgardner
The key characteristic of top sales performers is the ability to sell value over price. And according to a Forbes Insight study, it is classified as mindset. “High performers have a need and desire to help a customer solve a problem, to create value for them. The business follows from that approach.”
I have known this since the early days in my sales career. In 30 years of selling and sales management, I have reached the top echelon of every sales organization with whom I have worked.
While certain aspects of sales can be innate, selling value is a learned technique. It requires forethought, planning, business acumen, advanced communication skills and rigorous follow through. It must be nurtured continuously. And in today’s business environment, no one goes it alone, so constant collaboration with clients and teammates is essential.
If you work with me, this is the type of experience you will come to know and embrace. That is because I am a value selling advocate. But more importantly, I am a value selling practitioner.
We all have to start somewhere when we enter the job market. On the way to learning and earning your sales stripes you probably had a good mentor or two. Along the way you may have also heard some of the worst sales advice known to humankind.
Here are ten pieces of the worst sales advice I have ever received.
