There is a word that prospects use that may as well be a four-letter word. Listen to this episode of The Sales Management Minute to learn what that word is…and how to avoid this insult.
Close your eyes. Think about your clients. I’ll bet you have a client, perhaps a handful of clients, that as a result of their doing business with your company…both of you got better. Your company and their company improved performance as a result of the relationship. This, my friends, is what a true partnership is all about.
Over the years, there is one word that sends me through the roof… Vendor. It is about as big of an insult a salesperson can get. If you get called a vendor, they may have called you a four-letter word. Clearly, you blew it! There is no perceived value in the relationship other than they buy stuff from you.
Many salespeople tell prospects that what makes their company unique is that they develop partnerships with clients. Guess what! Every salesperson on the planet says that so the statement falls on deaf ears.
If you want to be perceived as a partner, a true partner, there are six expectations that must be met. The next six Sales Management Minute episodes will focus on these expectations with the next episode focused on the first expectation which is: Knowledgeable.
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.