Author Jeffrey A. Koser "Selling to Zebras" Releases Four Tips for turning Sales People into Messengers of Your Message

Hartland, WI (PRWEB) November 14, 2008

These are record breaking financial times. You have to empower your sales teams with a message that will get above the fear associated with the negative economic reality and predictions.

As your sales people communicate their message of value to a prospect it's best to utilize the success stories of your existing customers in the sales presentation. The advantage of this concept is that you become a messenger of your customers' ideas and achieved value rather than a messenger and proponent of your own ideas and interpretations.

Can you feel the power in being able to confidently make the following statement to your prospect?

"Based on the value we've created by solving specific business issues for customers of similar size, in similar industries, we predict we will also be able to create this value for you."

Of course the real power in that statement comes from being able to back it up with real data. The process for developing the data and tools you'll need to make this statement and support it is straightforward. Here it is:

1. Your solution creates value by solving executive-level pain points. Figure out the pain points and establish the value drivers that you believe are responsible for the value your customer's have achieved.

2. Conduct audits of your customer base to verify the pain points and the quantifiable value created by solving them.

3. Gather evidence that would lead you to believe that your prospect has the same executive-level pain points you have solved for others.

4. Use your research and knowledge of the value your solution has created in the past to penterate by predicting the value you can create for the prospect.

When you penetrate an account at an executive level with an irrefutable value message, one your customer's say is possible; you empower your sales force! Turn your sales team into messengers and achieve enhanced sales success even in these record breaking financial times.

Jeffrey A. and Chad J. Koser's book, "Selling to Zebras" is being talked about as "…book may be most valuable to CEO's and General Managers whose companies' performance relies so heavily the ability of their sales organizations' ability to close deals." by Kenneth C. McMillan, CEO, TEC Chair, and Vistage member (http://www.vistage.com).

Jeff Koser is the founder of Selling to Zebras, LLC (http://www.SellingtoZebras.com), a sales tools and consulting firm established in 1999 that works with CEOs and top executives of many major corporations, including American Express, Kronos, Smart Choice MRI, StarCite, Inc, VAI International and IPS. Jeff and his family live in Hartland, Wisconsin. Koser is the former Chief Operating Officers of Baan USA, Inc's Supply Chain Software Division. Koser is also a member of TEC 60.

Contact information: Jeff can be reached at mobile phone (414) 659-1494, http://www.sellingtozebras.com http://www.sellingtozebras.blogspot.com .

###