“In your presentations, insure your clients that you are working for them.”
Hot Button Marketing by Barry Feig, page 70
One of the reasons why sales has earned such a poor reputation over the years is because the salesperson themselves speak and respond in a self-serving fashion.
One glaring example of this less-than-attractive reputation is the failure to listen to the prospect’s specific needs, wants, and desires. If one had to identify a single missing link in the success chain, it would have to be the skill, or lack, of listening.
When you were communicating with your prospects, be it on paper or verbally, it is in your best interest to make certain that your clients are aware that you have their best intentions in mind at all times. An effective way to convey this relationship is by using the word “you” more than you used the word “I”, “me”, “we”, or “us”.
Another way to impress upon the client that you are the “real deal” is with timely follow-up and follow-through. You will make a distinct impression if you also indicate that they are a top priority by how fast you return phone calls. If you need a single action designed to position you as a caring business partner… do what you say you’ll do. No exceptions. No excuses.
Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version.
For information on Mike’s Fourth Annual Training Cruise, email Mike at firstname.lastname@example.org with the word “cruise” in the subject box.