Clients and prospects don’t care about your sales targets.
Clients and prospects don’t care about your market share figures
Clients and prospects don’t care about your workload and deadlines
Clients and prospects don’t care about the pressure being exerted by your manager and business to close sales
Clients and prospects don’t care about your cross sell ratios and penetrative sales targets
Clients and prospects don’t care about your CRM information being complete
Clients and prospects care about their situation, their opportunities, their challenges. They are concerned about the things that keep them awake at night – not what keeps you awake. They often have more pressing and serious things than what you’re trying to sell them. Sometimes, you don’t rank high enough in their priority list.
Next time you’re about to act – ask yourself ‘I am doing this to improve the clients situation, or mine?’
Next time a client or prospect doesn’t ring you back think maybe, just maybe, they have a more pressing matter to deal with.
Don’t let what’s important to you drive your relationship with your client. Let go of your sales targets and the stress associated with it. It drives the wrong behaviour.
Successful selling comes from not focusing on the things that matter to you, but those that matter to the client. It comes from empathising with the clients situation and improving it.
It just so happens, more often than not, in doing that your own situation improves.
Sales Deconstructed 