Critical
Adding Value SKills You Must Have
By Dennis Sommer (www.dennissommer.com)
Do want to be known as "The Expert" or "The
Guru"? Do you want to advance your career and income?
If you answered yes to both of these questions then you
need to become a “Top Performer” in your profession.
Whether you are now a Manager, Executive, Consultant,
Sales or Service Specialist, then Adding Value skills
will be one of the keys to your success. Experience and
knowledge in your area of specialty may make you an above
average performer, but to be a “Top Performer”
start implementing the following 8 Adding Value skills
and action items today.
Top performers are successful by being honest, respecting
a clients intelligence and focusing all their energies
on how to make a difference in a clients life. After reviewing
the following “Top Performer” Adding Value
skills and action items, you will know how to be more
effective, efficient, and successful.
Proving tangible benefits
help customers make the right decisions.
1. It is best to have one focused benefit that describes
“what you stand for”. Put this benefit on
all your correspondence, business cards, memos, letters,
and everything else you can think of.
2. Always explain how and why you can achieve the benefits
described.
3. Show the offering benefits as measurable and tangible
proof that the offering works.
4. Benefits should include “Loss Prevention”
items. Describe the loss the customer will suffer if
they do not have your offering.
5. Describe value and benefits in a story, making it
as personal as possible.
6. Communicate benefit, uniqueness, and value in an
easy to understand presentation.
7. Find meaningful differences in your offering by continuously
quantifying your customer needs.
8. Describe offering benefits in a story involving personal
gains, feelings, etc.
About The Author
- Dennis Sommer
 Dennis
Sommer is the founder and CEO of Executive Business Advisers,
a management consulting firm helping senior executives
maximize both sales and profit growth. Dennis specializes
in strategic planning, sales, marketing and operations
performance improvement.
Dennis is a highly
sought after author, keynote and seminar speaker on
sales, leadership and business best practices.
Contact Dennis at www.executivebusinessadvisers.com
or www.dennissommer.com
.
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