How to Create Value During a Sale with George Iacullo #91

head shot 20150628How to Create Value During a Sale with George Iacullo

In this episode we meet  George Iacullo to babble about how to create value during a sale.  George is a sales director for Westcon, a global IT distributor.  According to his bio George:

  • Been sales  all his life
  • Last 16 years in technology
  • Expertise and passion  developing sales team training programs
  • Guest speaker on emerging sales processes

Four Value Drivers for creating Value in a sale

  1. Helping your customers with an unrecognized problem
    1. Ask questions to generate insight into client
    2. Provide insight into customers of your prospects
    3. Presenting a solution they did not anticipate
  2. Present an unanticipated solution
  3. Unseen opportunity
    1. You’ve created
    2. You’ve revealed
  4. Acting as a broker of capabilities
    1. What your company brings to the table
    2. World of mass customization – sales people need to understand  just like every iPhone is slightly different, so to are customers
    3. Provide  differentiation … beyond products and services by partnering with internal  organizations: support, services, marketing.

Take action today

  • Look around your organization
  • What don’t you  feel 100% about it?
  • Go talk to that person
  • Get to know your OWN company

 

How to Find George Iacullo

Twitter  (@giacullo)

LinkedIn  www.linkedin.com/in/georgeiacullo

American Association of Inside Sales Professionals

Selling With Confidence

Go  here to find  Sales Babble resources:

  • How to prospect for new clients
  • How to qualify clients
  • How to ask great questions
  • How to give a presentation the persuades
  • How to close a deal
  • How to stay organized
  • How to overcome your fear of sales

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