Use Customer-first Actions for Sales Success
January 21, 2011 by Mary Ellen
“Success could care less about mistakes. Success loves action – and human motivation leads to action.” – Robert Ringer
Expect sales? Good. Most of us do. Action differentiates the winners from the others. Sales-oriented actions start with a customer focus.
First quarter looks terrible for Debbie, a coach, facilitator, speaker and trainer. She’s scheduled few prospecting appointments. Most of her regular coaching clients are taking a break. Don’t even ask her about cash flow. Debbie’s bummed because she needs to make the certifications she acquired last year pay off. As she says, “It’s not looking good.”
Just across the street, Allan, an IT service provider, is training a new employee. Business is booming, he says. He had to bring in help earlier than projected. He explains his goal is to work himself out of a job. His smiling attitude is backed with enthusiasm. You sense rather than hear that Allan solves problems.
To find the differences in these businesses, consider:
Debbie
• Problem focused
• Negative self-talk
• Little proactive scheduling
Allan
• Customer-focused
• Positive self-talk
• Action steps to move forward
Each story offers an insight to the heart of business, the reason that clients care.
What insight do you project? Do you worry about problems or get busy solving them for others?
“Client first” sets the tone for service. Priorities are in order. Daily activities begin with client contact and end with the same.
Take time everyday to put clients first. Contact them. Take care of their problems. Collect their stories.
Think clearly about one incident of a person using your product or service. Limit yourself to a few key words or sentences and practice telling the story of what happened.
What one action will you take today to put your client first?
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