There are things known and there are things unknown and in between are the doors of perception
Aldous Huxley
When's the last time you've asked one of your clients what they thought of you?
I'm deeply concerned that many in sales have taken their clients for granted. They've failed at building, nurturing and growing their relationships. Building relationships with your clients is not a light switch you turn on then off. It's the emotional connection, the human connection and the heartfelt connection you make with each and every one of them.
Think about this the next time you have a conversation with one of your clients.
Whose fault is it that you're being pigeon-holed as a commodity?
No matter how excellent you think you are, your success depends first and foremost upon how good you are in your customers’ minds when responding to their ever-changing needs.
John Mackey (CEO, Whole Foods) nails it,
“For us, our most important stakeholder is not our stockholders, it is our customers. We’re in business to serve the needs and desires of our core customer base.”
YOUR CUSTOMERS MINDSET MATTERS
Unfortunately, there's rampant mistrust for many in sales, no matter what industry.
A stereotypical mindset runs rampant within our society and in business. Relationship and promise bridges have crumbled as moments of being let down are all too fresh their mind.
This stark reality places a damper on 'sales professionals' who place their clients on a pedestal, placing their needs above their very own. They are faced with widespread prejudice that must be overcome.
Here's the cold hard truth, your customer's mindset does impact you. You must realize what you say, what you do and how you approach problems will have immediate and direct impact on your success.
How well do you truly know your customers and how well do they know you?
The one thing that counts is what your customers think of you. You are what your customers say you are!
CHANGE THEIR MINDSET
If you want to be viewed as being 'great', if you want to be viewed as a true 'sales professional' then learn to become a servant. Stop selling…Start serving... Start being a leader of yourself and lead with your heart!
Many of you may find it exhausting, many of you may find it stressful but those sales professionals who lead with their heart and seek to serve their clients, change how they're perceived immediately.
Adopting a servant led mindset takes a conscious effort by learning and committing to develop self effectiveness in areas such as:
- Listening
- Empathy
- Stewardship
- Building Community
- Foresight
Think about stewardship with your clients. Make the commitment to grow relationships not for sales sake but to genuinely and with a sincere heart build a great community of clients.
You are what your customers say you are
DEVELOP A NEW MINDSET
Change your mindset to change their perception.
Truly get to know your clients, take the sales hat off, roll up your sleeves and engage in healthy conversations.
- Are you having meaningful discussions with your clients outside of the selling process?
- How many relationships are you developing and nourishing?
Develop a sincere desire and demonstrate you're interested in your client's world and what motivates them.
I'm curious...
When was the last time you had a conversation with one your customers that didn't involve trying to sell them something?
SERVING MINDSET
You serve as the liaison between your customer, your company and the products and services you provide. Learn to serve with each and every client. Lead with your heart.
- A servant has a sincere, genuine and authentic desire to serve
- A servant is all in and digs in deep
- A servant is focused in on serving the needs of the person sitting right in front of them.
A servant gives a rip!
We all have an opportunity to serve. I can't think of a greater return on investment.
A Servants mindset:
- I want to please you
- I want to make you feel special
- I want you to know I love having you as a customer
- Making you happy, it's not my job, it is my purpose!
LISTENING MINDSET
Listen with intent to learn and without an agenda. It's not about you, your wants nor needs, it's about them. Too many come to the sales table with knives, forks and their own agenda.
Stop thinking about your quotas and commissions.
Ditch the hidden agenda and leave it back at the office. Sincerely focus on your customer and how what you sell can best serve their hopes, dreams and goals.
Zig Ziglar said it best,
“You can have everything in life that you want if you just give enough other people what they want.”
Sales professionals seek to understand the needs, concerns, desires, issues, challenges and listen with curious intent.
An amateur sales rep sells products, a professional sells a solution to the clients' problems.
APPRECIATIVE MINDSET
How your customers feel about you and their willingness to continue doing business with you are closely related. In their eyes it’s all about them. If they feel valued and are treated with care and attention, aren't they more likely to become loyal?
A major factor to the customer experience is customer appreciation. How are surprising and delighting your customers throughout the year?
Appreciation, it takes practice, consistency and the true understanding of people.
Meaningful and credible relationships do matter. Integrating the use of SendOutCards is hands down how you ratchet up relationship building and appreciation. This is how you create an emotional one-on-one connection and a memorable experience. I guarantee a personalized card and tugging on one's heart strings, the card will never been thrown away.
Send a card for free to one of your customers... https://www.sendoutcards.com/app/business
I promise you'll create loyal customers and provide a memorable experience worth talking about.
A true human connection lives beyond surface level.
IT'S YOUR RESPONSIBILITY
It's your responsibility to understand what your clients say about you! As a sales professional who's focused on long-term success, your main responsibility is to profitably serve your clients.
By learning to change their perception of you, you will slowly but surely, eliminate the negative perception of salespeople.
Approach each client with the utmost of integrity. Remember, be authentic, be real, be genuine and most of all sell from the heart!
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.
You can find more material inside Selling From The Heart.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter and on my podcast by clicking on Selling from the Heart.
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