A sales leader is one who helps their customers see and achieve things they didn’t think were possible.
If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced. Remember it’s not what you sell; it’s how you help the customer that makes the difference.
Here’s my list of 10 things every salesperson needs to be doing if they want to be seen as a sales leader:
1. Be early! Arriving on-time is late!
2. Each time you meet with the customer, make your first comment/question be about something they shared with you on your last call.
3. Know what issues the customer is dealing with and the environment they operate in to the same level of depth as the customer does.
4. Know the customer’s customer as well as the customer knows their customer.
5. Actively share with your customer key insights on the industry and things that matter to them even when you’re not with them.
6. Be pro-active with the customer in providing them key information that is upcoming.
7. Ask the customer questions both you and the customer can’t answer as a way to spur critical thinking.
8. Never pass blame or fail to take responsibility. You’re the face of your company to the customer and that means you own the relationship.
9. Demonstrate integrity to yourself in everything you say and do.
10. Treat everyone you meet regardless of the title they have or who they work for with dignity and respect. Your goal is to be a person of impact and influence.
Does it take effort to be a sales leader? Yes, it sure does, and that’s why the majority of salespeople never step up to the challenge and become a sales leader.
To me that is what makes being seen by your customers as a sales leader that much more important. Sales leaders have the ability to be part of conversations other salespeople will never even know about.
Sales leaders don’t wait for opportunities. They create opportunities! A sales leader is about one thing — helping their customers see and achieve things they didn’t think were possible.
Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.