Being Average Is a Choice. Stand Out With Steven Van Belleghem

Wes Schaeffer | April 26, 2021

Create raving customers by being excellent

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Prominent traveler and speaker
COVID-19 hit him hard
He has done more keynotes in the last 10 months, but it’s not the same energy
Was in three countries a week
Sees come companies making the shift to virtual and are making big strides, but he thinks it’s the minority
He thinks many companies are struggling with virtual
Healthcare is hurting in this remote world
Many doctors are using the pandemic as an excuse to not meet with healthcare reps
They didn’t find value in meeting with the healthcare reps

Being average is a choice. Being a commodity is a state of mind."

Customers may not want us to go back to the new normal
We’re more time-sensitive now
We don't want to lose time commuting to a silly meeting
Good salespeople have success in any circumstance
The informal moments have disappeared so the good salespeople are engaging with their clients and prospects on social media accounts and deepening the relationships that way
Great salespeople have great empathy
Great salespeople go from pushing their offers to pulling their prospects toward them
Find your prospects who want to engage on multiple platforms and deepen the relationship
He thinks the phone is less viable now (I disagree, but he has some good points)
We’re now a “reserve your spot” society
However, if you can bring value in a phone call, the phone can work
He worked in a research company for 12 years as a partner and he made cold calls (2008)
If your company is too strict on how your communicate, you may need to find a new company!
If you add value, your customers will sing your praises (See "The A.B.C.D.E.™ Sales & Marketing System")

Have the mindset that every client can have a unique, positive experience
Tomorrow and eternity
We had the biggest digital acceleration ever this last year
Digital convenience is a must
Now go beyond the transactional order
Become a partner in life with your customers
- Empathy
- Timing
Understand what makes them tick
Become a part of their life journey
Add value to society
Use your strengths
It’s the job of leadership to help everyone know what their value is and how they fit into the lives and businesses of their clients
Stop complaining
Be energetic and enthusiastic
Consistent behavior over time
Open your eyes and see the cool things you’re doing
Europe has a lot of issues with small businesses recovering
Outwork everyone now to survive
Get creative and add more value to the lives of your customers
Show up every day and add value
Pick the medium that you’re great at and start there