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