People still believe the most topical and current subject matter in the world is themselves and their business, their issues and growth opportunities, and their vision.
So what bridges the gap between what they care about and what you want them to ultimately care about – your product. At the end of the day you still must sell consciously even as a trusted advisor. They way to their heart, mind and spirit is through another form of currency – shared ideas. It is like a bank account – for every share, every insight, every good idea, every piece of advice, every stand you take with conviction – you are making a valuable deposit into their intellectual and emotional bank account that will enable them to make informed decisions and contribute to the amount of interest paid and the investment rolling over.
But you can’t do this simply by parroting some business brochure or researching and reciting what was on their Annual Report. You need to learn how to create your own intellectual property, your own content based on taking your customer forward in their business.
* Learn to form an opinion and stand for something in your industry.
* Learn to look at your market, your offering, your industry from another angle, a different perspective, take a thread and build on that.
* Become a leader to your customers and watch them follow!
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.