Start Talking About Them
For salespeople, it’s always a struggle to stay ahead of the competition. That’s why we feel the need to talk ourselves up to our clients, when we should be asking about them.
Clients don’t care about your awards. They care about the business impact of your solution. They don’t want a one-size-fits-all approach. They want salespeople who ask the right questions, listen closely, uncover their pain points, and create tailored solutions—i.e., salespeople who know their stuff.
Instead of telling your customers you’re an expert, be one. You know all about your industry, and your products and services. You know best practices—what works and what doesn’t. Connect the dots between what you offer and the results customers can expect to attain. Be specific, targeted, and concise. Offer hard ROI numbers, and share examples of results that other, similar clients have received.
Apply all that expertise to their unique challenges, and you’ll have a client for life.