Question 1

What positive transformation can your customers expect, after forming a supply partnership with both you and your organisation?

Focus on your Future customers:

Make your future customer the focus of your efforts. Start by exploring their needs and think in terms of transformation. In other words, start by focusing on your future customer and then explore the most appropriate positive, end result they will experience, after they buy your products or services.

The first question you want to answer is:

What VALUE, can my customers expect when they form a supply partnership with my organisation?

Answering this question is simply a case of saying:

• What is my customers undesirable state, before buying my product or service?
• What positive transformation can my customers expect, when they form a supply partnership with me and my organisation?
• Why should a customer buy what you have to sell?
• Why should your customers buy from you and not your competitors?
• What positive transformation can my customers expect, when they form a supply partnership with me and my organisation?
• Why does your business deserve to exist, in the first place?

Example:

My customers undesirable state, is as listed below:

• They have an uninspired sales team, who are not operating optimally, because they lack the required sales skills to support their sales efforts
• They operate in a very competitive environment and do not understand how to compete effectively
• They sell a premium brand, but do not have the skills to exploit this differential advantage
• They have a very willing sales team, but they lack the sales skills and acumen to realise their full potential
• They have a sales team, that is coasting and want to take their sales to the next level

What positive transformation, can my customers expect after forming a supply partnership with GR8Sales?

• They will have an inspired sales team, will operate optimally, because they will be have a documented “Predictable Sales Process“, which will support them to perform, all the required sales related activities, needed to smash their sales targets.
• They will be equipped with all the skills they need to compete in a competitive environment.
  • They will understand their own differential advantage and how to effectively communicate this to their customers
  • They will understand how to connect their value proposition to each customers unique needs, values and expectations
  • They will conduct regular surveys of their competitors activities in their areas
  • They will understand what their differential advantage is over each of their competitors
  • They will be driven to consistently add meaningful value to each of their customers
  • They will be committed to understand how to differentiate their products
• When they sell a premium brand, they will learn how to differentiate their products on its merits and the positive transformation their customers can expect.
  • The focus will be on positive transformation and how by using your organisations products or services, they will enjoy optimised bottom lines.
  • We will empower sales teams to never, use price, to differentiate their products or services.

What positive transformation can your customer’s expect, when they form a supply partnership with both me and my organisation?

Describe your answer in detail below, by uploading your answer below::

Question 2

Focus on the VALUE, both you and your organisation offer.

Now describe in detail, what you sell, by uploading a complete outline, which describes in detail, exactly what you sell:

I am sure that in the past you have noticed that it is ineffectual to only share the features of your product or service with your customers.

To be effective during sales encounters, you need to understand, that when you speak to your customers in terms of the features that your product or service offers, they will tune out. This happens because that is not what they buy.

Your customers buy the Positive Transformation:, that your product or service offers.

Example:

My customers do not buy access to our online e-Learning portal.

• They buy the fact that it enables their sales team to access our Sales Enablement Solutions, 24/7/365.
• This means that their sales teams have a learning resource, which is available to them, when they need it, right in the comfort of their own homes.

In the same way my customers don’t care that we provide learners with audio books

• What they want is to know that their sales teams, will have a sales enablement resource, which is easy to use in their mobile university, namely their car
• This resource, allows learners to continue engaging the sales enablement resources, between workshops, so that they can:
  • Internalize the info
  • Convert short term memory to long term memory
  • Organize the knowledge, so it is easy to recall, when required

Using the info you provided, in the previous question, please describe in detail, exactly what your customers buy below, by uploading your answer below:

Question 3

Define your TRIBE, by uploading the full description, below:

Your “TRIBE“, is effectively a crystal clear description of your ideal customer.

To get started, explore your current favourite 10 customers.

• What is it that you like about them?
• What makes them a perfect fit for both you and your organisation?
• Describe their organisational demographics
  • Location
  • Size of business
  • Number of employees
  • Type of business
  • Scope of business
  • Turnover
• Next describe the demographics of the people at your favourite customers
  • Age
  • Gender
  • Occupation
  • Annual income
  • Education level
• Once you have completed the exercise around, defining everything that you “LOVE” about your current favourite customers. You have a starting point for identifying your “TRIBE“.

Once you have defined, all the reasons, why you love your favourite customers. You are equipped with a clear description of what to look for, so that you can find more of them.

Other criteria, to consider:

• Are they a perfect candidate, who will positively transform their business after investing in your product or service?
• Will their after state be optimised, when they invest into buying your product or service?
• Can they quickly recognise the value you bring?
• Will they recognise the great value proposition you offer and once converted, will they present you with a huge lifetime sales value?
  • because of:
    • Their transaction size
    • Frequency of purchases
    • Upsell or cross sell opportunities
    • Their potential to offer you great referrals to other qualified clients?
  • Are they are easy to reach, resulting in low marketing, advertising and sales time and effort?

Using all the above, please define, your perfect customer, by uploading the full description below: