Every once in a while I come across a great thought provoking article on sales. Most of the time, I find these great pieces on someone’s wall or in an office where I’m visiting or working. I found one last year and it really tells a great story. It’s a story that teaches a lesson that we should never forget. It’s one of those “secrets” that every great salesperson inherently knows. It’s so simple but if adapted as an integral part of your daily sales mentality, it can literally change your life.
There was no author to give credit to so who ever put pen to paper on this idea, thank you! It is obvious that you’ve fought some sales wars and have survived to figure out the secrets! So, I’ll dedicate this article to the author, lost in time, but with a timeless message! It’s for everyone and anyone who makes a living selling something.
What IS the Value of a Trusted Advisor?
You wake; you start your relationships with your family
You have problems, you deal with their problems
You set the direction for your day and everyone else’s day
You set out on your day and start dealing with problems and issues
You try to solve your issues and all of your family’s issues
You deal with traffic, fuel, miles, dirty windshields, radio noise, and phone calls
You have pressure to perform and to make sales
You could use some kind of help
You’re getting hot; no one has bought yet today
Your phone rings, more problems at home
Your phone rings and it’s someone with more problems, more pressure
The traffic is getting worse; you haven’t made enough calls yet
You’re trying to make up for yesterday and stay on track for today
Your phone rings, it’s a customer with a problem that you don’t need
The weather is getting hot; you’re dirty from your last stop, who didn’t buy
You are hungry, but you are so far behind you can’t stop to eat
Your phone rings again, you’re stuck in traffic now
More problems, you still don’t have a sale
You get another call from home, things have changed, now what?
You finally make that stop and the guy’s not there
You don’t need this, what should you deal with first?
You make your next stop; the customer will buy, but wants a deal
You make the phone call, can’t get him the price he wants. The boss is in a meeting
You finally get the price, you get back to the customer, but you’re too high
You are running out of time, stuck in traffic again, still no sale
You have only made four stops all day, way behind, now what?
Your phone rings again, your spouse wants to know when you’re coming home.
OK, be honest! Does this scenario sound familiar? Here’s the key to the whole thing……Your CUSTOMER is having the same kind of day! Do you really think they need YOUR price list or even care about you TELLING them how great you or your product is? Really?
Or, in turn, could you be the one to help them solve a need; issue or a particular challenge that they are facing today? Do you take the opportunity to really listen to their issues and then understand their needs from their point of view? The big question is, Could you be the TRUSTED ADVISER that they need right now?
Now ask yourself this…How much would your customer pay for that?
Let’s talk about how you can become your customers TRUSTED ADVISER! I can help. That’s what I do.
As always, BE GREAT!