Whether you believe it or not people are much more aware, smarter, wittier and educated than ever before. Think about the last time you didn't know something, or saw something you weren't sure of or heard a word that confused you or didn't believe something you heard.....you went right to your smart phone and looked it up. Pulling the wool over people's eyes, lying or fibbing is stupid and not only that it doesn't work in sales. This holds true for your personality and attitude.
People want to work with people like themselves. And real people. Not fake people. Don't try to be someone your not. Understand that your customers have lives outside of work. They don't sit behind a computer or managed data centers, in my case, for 24 hours a day 7 days a week. It might feel like that but it isn't the case. When you are trying to build report with your customer be real. Don't bash the competition cause they are trying to make a living just like you. Don't make up answers to questions to look smart. You look more stupid when you do this. When you admit you don't know or were wrong it goes a long long long way in building credibility with your customers. And also, don't always make your "reach outs" to be about business. Maybe just call to see how things were shaking and what the weekend was like. You will be surprised how fast the perception of "you" changes in their eyes for the better. Send a thank you card in the mail for the last piece of business he or she gave you. That will get things going.
One more thing, when they are expecting you to call and ask for business, surprise them and don't mention it at all. I challenge you to try it and send me an email at sr@shawncreilly.com and let me know the outcome.
Happy Day and Happy Selling!!
Shawn
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