I have always prided myself on being a consultant to my customer even before the idea of Challenger Selling emerged. I felt that developing relationship and becoming a trusted advisor to my customer would lead to business under the right circumstances. I feel it is an obligation to provide insight to my customers on anything that can bring benefit to their business. If they didn’t do business with me, then it was because the other option was better for their business. I have always taken exception to being treated like a vendor. This year this has happened twice and it has caused me to reflect and write as I feel like I lost a friendship in one instance and the business in another instance because of a lack of trust.
The first step in the process is to define a trusted advisor and if you click on the words it will take you to an article I feel does a great job defining. I am passionate, excited and wholehearted about helping my customer’s business. I get up close and personal about their business and their goals. I work to be credible by researching their industry. I put my customer’s interests ahead of mine and I work to understand their underlying interests and not their surface wants. I am genuine and I am in it for the long term relationship not the short term gain. I am reliable and follow through on my commitments. I understand that I will not win every time, however I hope to never lose the relationship.
Does being a trusted advisor mean that you don’t sell? This previous question is linked to the next article that I like. I want my customers to understand that I am a salesperson and that I represent a company and their product and services. Thus, I am always learning about their business as a means of prospecting for opportunities where my product or service can help them achieve their business goals. This does not mean that the personal relationship doesn’t matter to me. IT DOES! This is the message for my first friend/customer. Your friendship matter to me and not in any weird way.
My message for the second customer/friend is to be careful of the vendor that says “Yes” to everything. Part of being authentic, is that I can say no and talk to the opportunity for compromise. In every relationship, there should be trust and room for compromise. I can not be accountable to your last relationship if bad; I can only tell you that I am in it for the long term relationship and not the short term gain. I am truthworthy and if I commit to something then I will deliver on my commitment to the best of my ability. My success is directly coorelated with my customer’s satisfaction and meeting my commitments.
To both my friends, I wish the best for you and your business and hope you will reach out to me in the near future to have a coffee, beer, or wine or possibly breakfast, lunch or dinner. Enjoy the Holidays and God Bless!
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