Salespeople And SEX!
And now for a little something to lighten up the responsibilty of achieving end of year sales targets…
What do 21st century, professional B2B salespeople have in common with the oldest profession in the world?
The answer is … more than you think!
Your clients want more from you than your product – they want a service! They want more from you than a service! They want YOU… and all that comes with you – your individual style and your ability to go above and beyond the call of duty. People will buy you before anything else (in most cases) because the devil is in the details. They want certainty that you will deliver the goods and they want some form of connection, even if it just to know you are there to make them feel good in the moment or throughout the duration. So your level of certainty and connection must meet their needs so that you can confidently say, “Work with me and I will work for you”.
How many corners have the ‘world’s oldest professionals’ stood on, only to be ridiculed, rejected and rebuffed. These professionals have learnt not to take the lack of acceptance personally. In most cases, the answer that their propesctive clients will give them will be ‘no’ even though secretly the intent maybe a ‘yes’. and the reasons for the knockback could simply be because the timing is completely wrong, or there may be other stakeholders involved that may sabotage the opportunity or your value is clearly not perceived.
- It only takes one person to say ‘yes’ – so treat that person well, pamper them, provide them added extras – they will come back again and again.
- Just like a ‘person of the night’ has the ability to step into their power and become the expert, advising their client what their needs really are – as opposed to what the client thinks they actually are – so must you!
- Sometimes your client may need direction and guidance and needs you to take control. Others may tell you exactly what it is they want from you and with your behavioural flexibility you will go with the flow, you will listen and clarify by repeating back what it is they do want. They will know they are being heard.
- You may fake it till you make it but people can tell when you are genuine or not. If you legitimately and authentically care about a client and you satisfy them and delight them, then you will have a client for life. Lifetime clients pay more for your services than fly by nighters, which means you won’t have to work the metaphorical street corner anymore. No more turning cold calling tricks!
Like a true business, a salesperson’s database, personal contacts, networks and ‘who knows who’ is pure gold. You will always be in business when you understand your connections are a sign of your value and subsequently your financial future.
You literally are sitting on a gold mine! Maybe it’s time to Work It! 😉
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.