6 Expectations Clients Have of Partners – part 2: Consultative

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There are six expectations that must be met if you are to be perceived as a partner…not a vendor. This episode of the Sales Management Minute deals with the second of the six expectations.

Imagine you have a client who for the last two years has ordered your product in red. Today, you receive a double order in blue. Do you process the order? If you do, you’ve failed the partner test. The next time he sees you, he’s going to hide his wallet. After all, you’ve just shown him that all you care about is his spend.

If you want to be perceived as a true partner, there is an expectation that you are consultative, not just an order taker…the 2nd of the six expectations that clients have of partners. What are you going to say to your client when he calls and says, “How do you not know that we always order in red?”

Partners pick up the phone when they seen an account anomaly.


“Hey David…we just received a double order in blue. Is this right?”


He responds, “Actually, it is correct and I’ve been meaning to call you. We are changing everything to blue. It’s so nice to know that you are keeping an eye on our account. That means the world to us!”


Guess what? Now, you can adjust your support model and strengthen the partnership…and you satisfy the second partnership requirement…consultative.


Next time, we’ll talk about the third requirement to be perceived as a partner: Analytical

See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.