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
1. Ask questions to generate insight into client
2. Provide insight into customers of your prospects
3. Presenting a solution they did not anticipate
Present an unanticipated solution
Unseen opportunity
1. You’ve created
2. You’ve revealed
Acting as a broker of capabilities
1. What your company brings to the table
2. World of mass customization – sales people need to understand just like every iPhone is slightly different, so to are customers
3. 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

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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

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