Kelly Crandall returns to Two Tall Guys Talking Sales for her second episode in two weeks. Kelly is an expert in sales after working in the corporate world, running a small business, providing Fractional Sales Leadership for her customers in Florida, and now is the Visionary for Sales Xceleration.
This episode centers around building a strong value proposition and creating a sales strategy that resonates with customers. In this particular episode, the topic of discussion is the third area of the sales process and how it can help build trust with customers.
Kelly has agreed to stick around for the second episode, where she focuses on the validation needed to create trust.
A great sales strategy starts with answering the questions of why act and why act now. Then answer the question of why choose us. Then you need to validate that your product solves the problem so that you can have the conversation about trust (because #b2bsales is simply the transferring of the trust from the sales team to the prospect). The hosts and the guest emphasize the importance of covering all three areas to create a strong value proposition.
Kelly explains that proof is the key. Salespeople should be authentic, transparent, and empathetic while using data and statistics to support their claims. Testimonials, case studies, and stories help build trust with customers. The goal is to anticipate objections and provide proof in advance.
Salespeople transfer their trust in the product to the prospect. The hosts also explain that salespeople sell three things: the product, the company that makes the product, and themselves as salespeople. Building trust is an essential part of the selling process.
Validation events can be expensive for young companies. Owners should help get customer testimonials and create case studies to leverage for future sales pitches.
This podcast episode provides a comprehensive overview of creating trust and how it can help build customer revenue. Kelly emphasizes the importance of covering all three areas to create a strong value proposition. She provides practical tips on using proof to build trust and anticipate objections.
This podcast episode is a valuable resource for anyone looking to improve their sales strategy and build a stronger value proposition.