Day 3 of thinking about customers through the lens of key account managers and sales professionals around the world. One of the most popular words that came up was SERVICE.
It's awesome to think about so many professionals seeing the value of this. I could go into a huge rant over customer service and the plain reality that very few companies do this well.
I want to focus on serving as a sales strategy. About two years ago I sat down with a veteran in sales who had been selling for almost 60 years.
I asked him what the single most powerful lesson he learned in his career was. His answer was "Selling is about serving first and solution second". I love this thought because it shapes an attitude, then an action and behaviour around your customer interactions. We went on to discuss a number of other things that i'll share in another post.
I recognise many of you will agree with this statement but your company may not. I'm not just talking about giving customer service, being attentive and responsive to your customers. That should be standard.
I'm speaking about giving without wanting in return! (Yes I said it and I'm in sales too). It may sound crazy but this is such a powerful principle of success that it was even said by Jesus. The influence of service is a powerful force for profit.
There are numerous companies and professionals that have built business on this principle like the store Lush, Amazon and Ocado. I want to help you with three ideas you can apply this week to be a serving led sales champion:
1. Serve through listening. Find opportunities to listen to your team mates, extended colleagues, their customers so you can better understand the real expressions of needs your clients are asking.
2. Serve through giving beyond what your clients expect. I'm talking about sometimes giving what they haven't paid for that delivers value to your customer. You may need to find what you feel comfortable doing in this area. Believe me your competitors aren't thinking this way. You will immediately stand out above the rest.
3. Serve through challenge. This may sound counter intuitive but you can also serve through challenge. This is about wanting the best for your customer and sometimes being bold enough to say No and present a case for their benefit.
- What are your thoughts on serving through selling?
- Have you seen the benefits of this approach?
- What way to serve would you add to this list?
I'd love to dive more into this. For those who share this serve to sell philosophy get connected with 100s of other account managers, sales and business professionals getting great tips and insights to having more profitable conversations. Get connected at www.jermaineedwards.com/signmeup