Boring Salespeople Sell Products. Sales Professionals Sell Experiences. Which One Are You?May 16, 2022
"Boredom is the root of all evil – the despairing refusal to be oneself."
The root of all evil for many in sales is an empty pipeline.
I'm here to inform there is one more my sales friends... The root of all evil is boredom. Now think about the experience you are providing to your clients.
Raising the bar, going above and beyond... What has happened to the "icing on the cake, cherry on the top" sales experiences?
Attention to everyone in sales...
What kind of memories and experiences are you creating for your clients?
Dictionary.com defines boring:
- Causing or marked by boredom; dull and uninteresting; tiresome:
- A boring discussion; to have a boring time.
I ask you to think about your clients... What types of discussions are you having with them?
What types of experiences are you creating for them? How would they describe your conversations with them?
Are you exciting your clients into business betterment? Or, are you boring your clients into business complacency?
B2B means Business to Business, not Boring and too Bland
Are you living your sales life by the old Boy Scout motto: Be Prepared? Be prepared to take care of your clients better than anyone else can or will take care of them.
Your clients have choices and face it; they do interact with other salespeople.
Are you impressing upon them your knowledge to help them into business betterment?
Are you without a doubt, helping them, taking care of them and ensuring they are well taken care of?
What concerns me is why the sales world continues to swim in deep the red ocean. On one side of the coast, I call this the Ocean of Mediocrity and on the other side of the coast, I call this the Ocean of Indistinguishability.
I encourage you, equip yourself and learn how to swim in the deep blue Ocean of Sales Professionalism... Watch what happens to trust, loyalty and consistent repeated business.
STOP MAKING THEM YAWN!
Right now, at this very moment... How many of you are you making your clients yawn?
Would you even know?
What's even worse... How many are ignoring or possibly even "ghosting" you?
Here's the mirror moment for sales leaders reading this...
How many sales leaders would even know if their
salespeople are boring their clients?
Believe me or not, being boring is a choice... Many of you have been lulling your clients into a sense of boredom.
For some, they have been doing business with you for so long that they've become numb to the experience you're providing, and they have settled for boring.
All of sudden you're taken aback, as a shiny new sales professional comes along who pays attention to them, listens to them and delivers an "icing on the cake" experience; helping them realize they have better options.
STOP BORING YOUR CLIENTS
Boring salespeople sell products. Sales professionals sell experiences.
Boring salespeople believe they really know their clients. Sales professionals dig in and learn as much as they can about their clients.
Boring salespeople have nothing new to add to their clients because their talk is product centric. Sales professionals consistently provide new ideas, new insights and continually strive to help their clients do better business.
Boring salespeople talk at their clients as they broadcast sales jargon. Sales professionals engage in an open, honest and genuine conversations with their clients. They listen, keep them informed, and adapt to their feedback.
Boring salespeople fail to learn new things about their clients. They struggle to look to the future. They don’t learn about their clients and where their business is going. Sales professionals deeply understand what motivates their clients so they can meet their needs in the future, instead of just in the present moment.
If you’re not careful and client centric, it’s easy to fall into habits that deliver client disinterest.
Sales professionals breathe life into their client relationships.
Innovative, insightful and inspirational sales professionals dedicate themselves to newness.
It's this commitment that keeps their clients coming back for more and referring them more often to others.
BORING SALESPEOPLE FOCUS ON TRANSACTIONS & PRODUCTS
Boring salespeople focus their attention on simply generating the next sale. On the flip side, a sales professional focuses on building long-term client relationships.
A transactional mindset and product centric behaviors can be felt by your clients. I promise at some point you'll be replaced by a better transactional conversation.
Boring and transactional oriented salespeople provide no reason for their clients to remain loyal.
What's the likelihood they will continue to do business with you if you continue to deliver a transactional type of experience?
"Boredom is only for boring people with no imagination."
Are you putting your imagination to work in delivering an outstanding client experience?
BORING SALESPEOPLE LACK VISION
Uninspiring salespeople lack vision, clarity and breathe no value into their lifeless relationships.
Sales professionals have an inspiring vision fueled by emotion. This vision lights a fire within their clients that ignites passion, creativity and collaboration, all towards business betterment.
A consummate sales professional continually evaluates themselves to improve their results and to become better at what they do?
Boring salespeople struggle to clearly define themselves and their vision.
If you are struggling with clearly seeing and casting your vision, then it will become difficult to help your clients navigate to business betterment.
BORING SALES REPS ARE NOT RELEVANT
Boring salespeople wrap themselves up with self-delusional thoughts regarding how much their clients love them.
Furthermore, the relationships that many in sales believe they have with their clients is not nearly what their clients believe it to be.
To be relevant you need to understand their wants, needs, tensions, desires, and aspirations. You see, uncovering all of this takes some work and dedication.
In today's sales world, relevancy is not an option.
Boring salespeople lack relevance because they fail to understand what's meaningful to their clients. Sales professionals discover the emotional and human motivators by taking a genuine interest in their clients’ lives.
Boring salespeople struggle to answer:
- Am I going the extra distance for my clients?
- Am I serving my clients proactively?
- Am I developing a deep, genuine concern for my clients?
- Am I looking out for my client's best business interest?
SQUASH BOREDOM... EDUCATE, ENGAGE & EXCITE
In an environment that is becoming increasingly competitive, you must focus on building meaningful relationships with your clients.
Let's face reality, your clients have choices.
- You must become genuinely interested in their business
- You must be on the lookout to help them do better business
- You must connect with meaning rather than just contacting them to sell them something or waiting for them to contact you.
What are you doing to engage and build community with your clients?
Allow this quote to sink in...
"Bore, N. A person who talks when you wish him to listen"
Are you listening to your clients or talking to your clients?