an Expert, Advisor, and Resource
The clients of today are way too stressed out at
home and work to deal with salespeople who are going to waste their
time. Besides, the marketplace offers us too many choices.
But aside from wanting quality, service, convenience and value;
time, and make my life easier; there is one thing that I guarantee
every single, client, customer and prospect does not want: THEY DO
NOT WANT TO BE EXPERTS ON WHAT IT IS THAT YOU DO! Thatís what we
have you for.
It is not enough to just be a salesperson. The salesperson of the
future will need to be an EXPERT, ADVISOR AND RESOURCE to their
clients if they expect to compete and succeed in the 21st century.
You better be ready to sell knowledge, expertise, information and
education: because thatís what the clients want and desperately
Our customers need our expertise. With people busier than ever, they
do not have the time nor the inclination to be experts on what we
do. In this age of outsourcing and decentralization the salesperson
of the future will, more than ever, have to serve as a consultant to
his or her clients.
As a customer, I want to be able to pick up the phone and get my
questions answered quickly and correctly. And, if you donít know the
answer, I want you to have easy access to other experts who do.
The Internet is a wonderful invention. Maybe one of the greatest
inventions of the 20th century. But all the Internet really does is
throw information at us. The bigger problem is: most salespeople
just throw information at us.
If you want to be successful in this new millennium you have to be
better than my computer. If you cannot be better than my computer, I
donít need you. In order to be indispensable to your clients, you
will need to be able to take the information, organize it, act upon
it, and deliver it in such a way that your clients can understand it
and implement it easily.
Warren Greshes is a
sales motivation, customer service and business improvement who has
keynoted corporate and association meetings throughout the world for
the last 20 years. In addition, he is the author of The Best Damn
Sales Book Ever: 16 Rock-Solid Rules to Achieving Sales Success,
and hosts his own talk show and podcast.
Copyright © 2009 by Warren Greshes. All