By Troy Harrison – Sales Navigator
Do you know how your customers generate profit? Moreover, do you know how your work contributes to their profit picture? The ability to be a profit center remains one of the most valuable qualities in business today. In fact, it’s become even more critical in our current environment. The landscape has shifted dramatically over the past two decades, with a major “script flip” in customer relationships. Today’s buyers aren’t looking for a buddy or personal connection – they’re seeking business partners who can demonstrably impact their bottom line.
The truth is that most salespeople still don’t understand how to create profit for their customers – or worse, they’re afraid to do it. Many remain stuck in the old “save them money” approach – which inevitably leads to slashing their prices. But that’s not necessarily the case, and taking the high road requires real work. That’s okay, because we’re not afraid of work – right?
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