This quote speaks to the fact that we, as salespeople, must make ourselves available and push valuable content out on all relevant media platforms (email newsletters, social media, etc) to help our customers as they make purchasing decisions.
The key is to not be “salesy” with your content. Educate your customer, provide value, and give them the resources that they need to figure out which company provides the best solution to their problem. Sometimes it will be yours, and sometimes it won’t. However, I can guarantee that if you provide the best resources and help throughout their buying journey, you will have a distinct advantage over the competition when it comes time for the client to pick a partner.
I would argue that a career in sales is one of the hardest ones you can choose. Now no one is denying that the upside can be huge, which is why so many people decide to go into it. However, you have to be 100% OK with being talked down to, hung up on, and occasionally made to feel like the scum of the earth (seriously!). You can be the most honest, upstanding salesperson on earth, and some customers will still treat you this way.
This is why finding material to motivate yourself with every single day is so key. I personally try to read 30 minutes of a personal development or business book every morning. Additionally, I listen to a motivational or educational podcast while I work out and get ready in the morning. I’m not going to disclose how much time I take to get ready, but let’s just say I can cover a lot of territory during that time 🙂
Starting your day with motivational material will give you “armor”, of sorts, to go out and face what the day may hold. You can’t control how people will talk to you or all of the situations that may arise, but how you handle those situations will be influenced tremendously by the mindset you create for yourself first thing in the morning.
Take the time to motivate yourself properly every morning and nothing will stop you during the day.
There is a very simple question that we can ask ourselves when faced with a decision: If I had an audience watching me make this decision, what would my choice be then?
In sales we frequently find ourselves up against choice between making a sale that may not be the best fit for the client but that will make us a quick buck, or doing the right thing for the client and advising them that our product or service is probably not the best solution for the need at hand. As painful as it can be to choose the latter option, I have found unequivocally in my sales career that it pays off in dividends down the road. Not only do you feel better about your choice, but you earn the client’s trust, respect, and referrals as well.
The key to repeat business from a client is earning a seat at their table as a trusted advisor, not simply a vendor. Making tough but responsible calls like this is one of the quickest ways to do so, and is also a sign of leadership and integrity.