“The greatest threat to success is not failure but boredom."
James Clear, Atomic Habits
Raising the bar, going above and beyond... what has happened to the "cherry on top" sales experiences. Stop with the ho-hum experiences!
My question to everyone in sales...
What kind of memories and experiences are you creating for your clients?
Within the sea of sameness and mediocrity that exists within the sales world, the client experience does matter. Get it right and watch what happens to trust, loyalty and consistent repeat business.
How many of you are you making your customers yawn? What's even worse is how many are simply just ignoring you?
At this very moment in time...
How many in sales as well as their leadership would even know if their
clients are bored with them?
Some of you can relate to this. The same salespeople and management who have worked at the same place for 20 years, who are sitting at their same desks with little to no enthusiasm; they simply just exist. Day in and day out, week in and week out, they just do enough to get by.
Let's take this one step farther. I believe a lot of your customers have been lulled into a sense of boredom. In some cases, they have been doing business with you for so long that they become numb to the customer experience and they settle for boring.
Then one day a sales professional comes along that delivers an outstanding experience with “a cherry on top” and helps them realize they have options, more exciting ones at best.
“Our focus is on the customers and improving their experience. We believe that if we do that well, competition, prices, and profits will all take care of themselves.”
STOP BORING THE ONES WHO COUNT
Boring sales reps sell products. Sales professionals sell experiences.
Boring sales reps know less about their clients than they think they do.
If you’re not careful and customer centric, it’s easy to fall into habits that deliver customer disinterest.
Sales professionals breathe life into their relationships. Energy flows throughout their conversations into the heart and minds of their clients.
A true professional pays attention to their clients and what's going on around them. In most cases, they will often give you clues to help you pleasantly surprise them, not bore the crap out of them.
Innovative, insightful and inspirational salespeople are dedicated to newness. It's this commitment that keeps their clients coming back for more.
BORING SALES REPS FOCUS ON TRANSACTIONS
Boring sales reps focus much of their attention on simply generating the next sale. On the flip side, a true professional focuses on building long-term client relationships.
A transactional mindset and set of behaviors are felt by your customers. I guarantee at some point you'll be replaced by a better transactional conversation. I say this because you're just one sales ship within the sea of competitive sameness.
Boring and transactional oriented sales reps provide no reason for their clients to remain loyal. How likely will they do business with you again if you continue to deliver a transactional type of experience?
Authentic transformation happens outside your comfort zone.
BORING SALES REPS LACK VISION
Many businesses have a vision or mission statement. Boring sales reps lack vision, clarity and breathe no value into their lifeless relationships.
Heartfelt professionals have an inspiring vision fueled by emotion. This vision lights a fire within their clients that ignites passion, creativity and collaboration.
Boring sales reps struggle to clearly define themselves and their vision.
A consummate sales professional continually evaluates themselves to improve their results and to become better at what they do?
They marry vision with values as they bring clarity to their client relationships.
Without a clear vision, it becomes difficult to help your clients navigate to business betterment.
BORING SALES REPS ARE NOT RELEVANT
Relevancy is not an option.
Boring sales reps wrap themselves up with self-delusional thoughts regarding how much their clients love them.
To be relevant you need to understand their wants, needs, tensions, desires, and aspirations. Uncovering all of this takes some work and dedication.
"Truth is in the eye of the beholder"
Boring sales reps struggle to answer these questions:
- Am I going the extra distance for my clients?
- Am I serving others?
- Am I serving the cause?
- Am I developing a deep, genuine concern for my clients?
SHOW YOU CARE AND EXCITE
"If you truly care about your clients, then they’ll care about you"
In an environment that is becoming increasingly competitive, you must focus on building meaningful relationships with your clients.
- You must become genuinely interested in their business
- You must be on the lookout to help them do better business
- You must connect with meaning rather than just contacting them to sell them something or waiting for them to contact you.
Think of the following relationship equation with each and every one of your clients.
Engage + Excite/Conversation x Caring = Meaningful relationship
Stop boring the ones who count the most! Without clients you have no business.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.