Ode to The Salespeople Customers Can’t Wait To Meet…

We wrote this ode to the salespeople customers cant wait to meet because they exist — and they win by knowing their own competitive moat. These customers cant wait to meet again once they experience it. Here’s what sets them apart: they listen more than they pitch, they follow through on the small promises as much as the big ones, and they treat every conversation as the start of a relationship rather than the end of a transaction. Customers can feel the difference within minutes, and it changes how much trust they’re willing to extend.

Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else. Salespeople– Be generous! Go where your competition fear to tread and give me the extras. The extras, the overs, the information, the ideas, the shortcuts, help me help my clients, because it won’t be long and your competition will be! We now expect the extras. Salespeople– Be A Leader! You don’t have to be THE leader but show up with a guiding light for me, interest in what I do, a desire to help me help my buyers, the same care factor for my challenges as you have for your own. Hone you personal leadership, thought leadership and sales leadership qualities and lead me through the conversation but let me lead too. Salespeople – Thank you for challenging my thinking and not backing down and being a ‘yes’ person. I need to know you won’t change your stance when I cross question you. I need to know I can trust your character and your judgement no matter what! Salespeople – I love it when you can hear what I say simply by ing to what I don’t say. Not many of you have that gift – the gift of sensory acuity, just like not many of you have the gift of acknowledging a mistake, recognising and remedying it immediately. And while we are talking gifts, the gift of taking feedback is paramount.

Salespeople – I am just like you. I don’t like being ‘sold to’, I am wary of salespeople using all those ‘ity’ words with me like productivity, reliability and versatility. I like to hear new words that are flavoured with growth and contribution, certainty and consideration, collaborative yet prescriptive. Salespeople – Know WHO you are before you walk through my door. I love working with someone who is comfortable with who they are, someone not intimidated by me, someone who is keen to share their art with the world because they are proud of their value and legacy, someone who knows their WHY and what they means to me. Someone not after being liked, but respected instead. Salespeople – We will follow you on your journey, we will treat you as trusted advisor because you converse with us, you humanise a mechanical process, you speak WITH us not broadcast TO us. We really do need you and are willing to reciprocate by paying well those who serve us well. Salespeople – We looking forward to working with you!

Are You One Of The Customers Cant Wait To Meet?

These are the customers cant wait to meet — the ones who show up prepared, curious and generous. Every one of the customers cant wait to meet moments starts with a small choice. Which one will you be tomorrow?

I’m Bernadette – founder of the Decision-Led Revenue™ Operating System and The Revenue Leader of Influence™, where I work with CEOs and sales leaders to build a sales team they can rely on to think, make the call, tell the truth about pipeline and own the result.

If any of this resonated – or if you’re staring at a revenue problem that feels like it should have been solved by now – I’d love a conversation.

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And if you’d rather join the discussion, you can also join me on Substack. That’s where the Revenue Leader of Influence community is starting to have these conversations in real time.