I watched with amazement as the reports came back on the Big 3 Automakers and their meeting with Congress. Let’s not forget, the purpose of the meeting was to ask for BILLIONS of dollars—again.
They arrived in private jets (3 separate flying from the same origin to the same destination), no plan, no notes, no nothing but a huge sense of ENTITLEMENT. What really amazed me is their astonishment that Congress sent them away and said “try again.”
It reminded me of a large number of salespeople out in the marketplace—those that love the hunt, but suck at the management of clients and their business.
Now more than ever, you have to be a great relationship manager. This is not the time to take your business or your clients for granted. As tight as everyone is holding onto their money, there are that many (or more) hungry salespeople out there targeting your customers.
As a salesperson, what should you always be doing to keep your clients engaged?
- Treat every interaction as if it’s your first. Stay curious.
- Continue meeting more people within the organization that are impacted by what you do. There is no longer “A” decision maker.
- Be clear on identifying and communicating the value of what you do. This isn’t about your “stuff”—it’s about you.
- Continue asking questions that allow people to talk to you about their problems. You make more money when you solve more problems.
- Keep your intent about helping your client, not selling more stuff.
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