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 towards 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
- 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
Links Mentioned In The Sales Podcast