If you are not prepared to Invest, Remember a scene from “The Untouchables” featuring Oscar winner Sean Connery. In the movie, Connery is part of a group trying to put away Al Capone. Connery is told by a Treasury Agent that the Agent would do “anything he could” to help.
Connery shot back, “But THEN what are you prepared to do?”
Selling success comes from being prepared to go the extra mile by investing time, talent and Treasure in the account, not just being willing to go the extra mile.
In nearly all cases, if you are not prepared to invest, you cannot change the selling relationship to a more Strategic One.
Depending on your current relationship, moving it to the next level is typically about Proof – Proof that you are willing do several things and likely all at the same time:
• Proof that you will invest in the relationship and not be a “hit and run” seller. Investing in the relationship means putting time effort and money into the relationship when there is nothing financially at stake – No current Deal on table!
• Proof that you are interested in the customer’s success, and that what you are selling will successfully address the customer’s needs.
• Proof that you have a clear plan for how your product will address the customer’s needs.
Think Hard about it. Do you really want to be a Strategic Seller? A Trusted Business Adviser?
….or do you just want to sell stuff? Nothing wrong with that, but you have to make a decision!
Great Sellers Plan their Moves and ensure that they are on Track to do what it takes to make themselves successful- and they Define and Plan That Success For Themselves!