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 fifth of the six expectations.
A few days ago, I went to a wonderful restaurant for dinner. The waiter came over to the table and asked, “Would you like a recommendation?” Of course, I would and he proceeded to ask me some questions and provided his recommendations.
After I selected a steak, we went through the same process with the side dishes. Then, he mentioned a wine that wasn’t even on the menu to go with the meal. And he delivered the entire order correctly!
Yesterday, I went to McDonald’s for lunch. I looked up at the menu and ordered a Big Mac and Sweet Tea. The cashier also got the order right. The question is which was the better experience?
Granted the restaurant was more damaging to my wallet… The waiter demonstrated the 5th expectation clients have of partners…suggestive. He asked focused questions, received information, processed it, made recommendations, got a response, and then asked more questions.
He facilitated a process so that I had a meal (in sales vernacular…a solution) that aligned with my needs. His primary concern was my dining pleasure. He wasn’t merely an order-taker.
When you work with clients, are you taking orders or are you creating a valuale experience. If all you do is take orders, be prepared for the competition to get the business.
Next time, we’ll talk about the sixth expectation clients have of partners…Genuine.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.