Value over price. How and when does that happen?
This is another post to explore how top performers achieve significantly greater success. To prepare these posts I have drawn on Neil Rackham’s research into the attributes of world class salespeople.
Through truly insightful client centric conversations (the ones where the client walked away saying “that was amazing”), world class sales people are able to help the client develop a new or different perspective. Neil Rackham’s team identified four value drivers. This one is the Unseen Opportunity.
“Business executives are paid to produce the outcomes that are desirable, but not inevitable”
Some may say that executives are paid to solve problems, but this isn’t as relevant to creating value through new opportunities. Two of the other Value Drivers I have described, Unrecognised Problem and Unanticipated Solution differ from the Unseen Opportunity because they start in the context of a problem (unseen by the customer).
Salesperson V Innovator. In this case, we are considering how the customer’s capabilities, strengths etc. can be applied differently to their (or other) markets.