Are you a master or a dabbler?
Does a professional gambler stroll into a casino and put a few silver coins into the pokies, play a little black jack then wander over to the craps table or do they spend time learning the ins and out of their chosen game. Does the black belt judo master try a whole heap of different moves and strokes or does he practice the same key moves over and over until he is a true master?
How well do you know the ins and outs of your customers business, what awareness do you have of the vital few moves and strokes that are necessary to serve your client? What questions are you asking?
The times they are a changing… and as Peter Drucker says – there are two things a business needs to do – innovate and market! Salespeople, being the mini business units that they are, need to do just that – INNOVATE their thinking and approach and MARKET themselves twice as effectively.
This is not about numbers any more – make your calls longer and deeper. What one question that if asked, will lead to a thought provoking, information gathering meeting with more depth that will provide awesome ‘think about later’ value for your customer. The game at this level is not about quality but quantity – you need to ensure your stickiness inside the account and it takes a new skillset – one of consious decision – to either dabble in this profession of sales or choose to master it.
Even if you are selling commodity items you can still create a new base line of value and communication through your intent to innovate the sales call and market yourself as someone with a servants heart , business mind and conscious spirit.
Commit to changing your thinking and you and your customer will both be winners!
Be Bold, Brave and Brilliant
Bernadette McClelland is a Keynote Speaker whose message for businesses, sales teams and associations is based on mastering 'absolute certainty in an environment of absolute uncertainty'.
Her signature keynote 'ABSOLUTE CERTAINTY - FINDING YOUR BRAVE' is ideal for those environments looking for fearless leadership, shorter sales cycles and higher performance.
Her business, 3 Red Folders is a sales force development company headquartered in Melbourne, Australia designed to create sales centric cultures through sales strategy, process and psychology.
She is an award winning speaker, coach and author having proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, recognised as one of the Top 35 Most Influential Women In Sales globally and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.