Selling value is a proven technique which clearly differentiates a sales person from the competition. However, one of the key elements are often ignored by most practitioners. They fail to establish the monetary value of the value added features and benefits they sell. One of the hazards facing sales people is how to stay in touch with your customers and prospects without turning yourself into a nuisance. There is real value in name recognition and this comes from repeated exposure to you and your company.
Higher exposure equates to higher credibility.
When a problem occurs or there is a crisis, your name will likely pop into their head. Sales people generally have two bad habits. They usually have a tendency to focus on their personal needs to get the sale and secondly, they tend to talk more than they listen. Unfortunately for many personality types who enter the sales profession, these are natural tendencies that must be overcome. You may have not caused the problem or even been involved, but you are the representative of the company that did.