Some Sales Advice from No Sh*t Sherlock!

Over the last few weeks Sherlock Holmes has been helping investigate a number of Value Mysteries. So I thought I would ask him just how he goes about his investigations and how this might help us as sellers. Join me as we visit Holmes in his study at 221B Baker Street, addressing a room full of eager sales professionals. He might begin with a slight smile, tapping his fingers together as he always did when on the brink of revealing a vital clue...

"Good day, esteemed salespeople. The art of deduction, much like the art of sales, requires a keen eye, a sharp mind, and an unrelenting pursuit of the truth. When I approach a mystery, I consider every detail, no matter how minute, and I never rest until the puzzle is solved. The same can be said for the value-based salesperson — treat each customer, each interaction as a case to be cracked.

I plan and consider what information I need and who I need to see and talk to. I anticipate the problems and issues they may have. What do I want to know when I leave that I don't know now?

In my investigations, I listen more than I speak. I observe more than I react. You see, it's not merely about uncovering what is in plain sight; it's about deducing what lies beneath the surface. This is where your genuine curiosity comes in. The how's and why's of the situation. And the who's. Understanding the people is every bit as important as understanding the situation, sometimes more so. As salespeople, your mission is not just to sell a product or service, but to uncover the true value that it holds for your client. This requires deep understanding, empathy, and, dare I say, a bit of cunning.

Your clients will not be buying what you sell because of what it is but because of what it does — for them.

Ah, but the thrill of the chase! The satisfaction of bringing all the pieces together, of revealing to your client the value they hadn't even realized they were seeking — that, my dear friends, is your version of solving the crime, but in your case it's solving the mystery, the value mystery! But to do this well, you must be relentless in your pursuit of customer understanding. Always ask, always probe, and never, ever settle for the obvious answer.

Be relentless in your pursuit of customer understanding.

Then, with a flourish, Holmes would wrap up, his tone both lighthearted yet serious. 'So, dear salespeople, take a leaf from my book. Hone your skills of observation, deduction, and most importantly, empathy. The value is out there, hidden in plain sight — if only you have the will to find it. And if ever you find yourself in need of a consulting detective of sorts in your own value-based sales mysteries, might I suggest you contact Mike Wilkinson? His expertise in solving these particular conundrums is, dare I say, elementary.'

And with that, Holmes would likely return to his violin, leaving you inspired to uncover the value hidden in every sale.

Take Holmes' advice and get in touch. Click the link and book a meeting. Let's talk value!