Before each client contact, ask yourself this: Who are you helping? Them? Or yourself? This means giving yourself a quick attitude check. Are you concerned about your production this month? Or, are you more concerned with whether or not you have the right solution for the client?
When you present an attitude of helpfulness at the beginning of every client contact, you’ll become a top closer in sales. By approaching selling situations with the goal of helping the client, you won’t come across aggressively—and by no means will you be average or typical. And, with a helpful attitude, you’ll knock the dollar signs out of your eyes, which will put the buyer at ease.
I teach my seminar attendees that a salesperson’s income is a scoreboard reflection of the amount of service he or she gives to others. If you’re not happy with your current score (aka income), it’s time to improve the level of service you’re currently providing.
Improving your service begins with taking on an attitude of servitude. It also means taking control of your personal environment. If something that’s going on in your personal life is distracting you from your job, it may show to potential clients. When they feel you’re distracted, they’ll want to extract themselves from working with you.
Don’t risk losing sales or long-term clients because non-career challenges you are facing distract you from providing the service you know you need to deliver. Do whatever it takes to give your clients all that they expect and deserve. They’ll reward you with their business…and referred leads.
Copyright Tom Hopkins International, Inc.
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