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 last of the of the six expectations.
Many years ago, I built a sales organization in the technology training industry. One of our market segments was career changers – those people who wanted to pursue a career in technology. And, I was always amazed at holiday time as the guys from Fedex, UPS, and the Post Office visited our offices. They weren’t picking up, they were dropping off… gifts for my salespeople. These clients were so appreciative of the experience with their salesperson that they felt indebted to them.
Think about that! They paid $7Sales Management Minute: 6 Expectations Clients Have of Partners – part 6: Genuine @salesarchitects,000 for a training program and felt they owed their salesperson something.
These salespeople demonstrated the sixth expectations clients have of partners…genuine. They genuinely cared that their clients achieved their goals…whatever they were. Years after the students completed the course and got a new job, a raise or a promotion, their first call wasn’t to their spouse…it was to their salesperson! And the salesperson beamed with satisfaction. Mission accomplished!
Our most successful salespeople quickly built a business entirely-based on referrals. The ones who just wanted to make a sale failed.
Are you fully committed to helping your clients achieve their goals or just trying to snag their wallet? If you want to be viewed as a true partner, you must be genuine.
To recap, the six expectations clients have of partners are: knowledgeable, consultative, analytical, accountable, suggestive, and 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.