Be an Expert, Advisor, and Resource
By:
Warren Greshes

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 need.

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 Rights Reserved.

 

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