How to Create Value During a Sale with George Iacullo

In this episode we meet  George Iacullo to babble about how to create value during a sale.  George is a sales director for Westcon, a global IT distributor.  According to his bio George:

Been sales  all his life

Last 16 years in technology

Expertise and passion  developing sales team training programs

Guest speaker on emerging sales processes

Four Value Drivers for creating Value in a sale

Helping your customers with an unrecognized problem

Ask questions to generate insight into client

Provide insight into customers of your prospects

Presenting a solution they did not anticipate

Present an unanticipated solution

Unseen opportunity

You’ve created

You’ve revealed

Acting as a broker of capabilities

What your company brings to the table

World of mass customization – sales people need to understand  just like every iPhone is slightly different, so to are customers

Provide  differentiation … beyond products and services by partnering with internal  organizations: support, services, marketing.

Take action today

Look around your organization

What don’t you  feel 100% about it?

Go talk to that person

Get to know your OWN company

 

How to Find George Iacullo

Twitter  (@giacullo)

LinkedIn  www.linkedin.com/in/georgeiacullo

American Association of Inside Sales Professionals

Inbound calls and appointment setting

$25/year membership

http://www.aa-isp.org/

Selling With Confidence

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!