I rely on you, and I like you... Are you a resource to your clients... or a friend... or both?

I rely on you, and I like you

A sales rep friend recently compared behaviours of their current sales manager with a previous boss.

Both successful and likeable people, but with polar opposite approaches. "When I put my current boss in front of customers, they are eloquent and present well. I know my clients will warm to them quickly." But the boss leaves the responsibility of knowing detailed product information to my friend.

The previous manager - not as smooth, but an incredible knowledge resource - thrived on speaking in detail with clients about their business, challenges and how they could help.

Captain Incredible Sales Professional might be an amazing knowledge resource and build super client friendships in a single bound. But since they are over in the phone booth getting changed, which approach do you excel in?

BIG PICTURE

Stand in the roomful of mirrors and be honest - what would most clients say about you? "Incredible knowledge resource - I rely on them for useful, timely information"? Or "A fantastic person - likeable, easy to deal with, really enjoy having contact with them"?

details.

Today, leverage a strength and strap an achilles heel. If 'knowlege resource' is your secret sales weapon, find a customer today that will value receiving something locked in your head... and share it.

If you are 'the breath of fresh air we love having visit', then go visit an old client friend... and find a new one too.

Finally, take a leaf from your opposite number. Masterminds - smile, be friendly! And Mates... share some knowledge with your client friends!

Have a MIGHTY sales day!

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