Skill + Do
Not all servicing scenarios present an opportunity for you to slip into selling mode, but be aware of all your opportunities with clients to discuss your value.
You are very aware your offering is imperfect; that means servicing opportunities may occur as soon as the ink dries on the contract (…alright, as soon as the DocuSign is done.)
Interacting with your customers is a great chance to reinforce your value, even when they might be piping mad from an error or execution snafu.
That’s okay; stuff happens. You’ll fix it. And, of course, you’ll focus on the fix.
BUT, every interaction short of when clients are irate must be viewed as a selling opportunity. A soft-selling opportunity.
The TOP 10% don’t consciously think about selling or servicing because they’re always sneaking benefits into their conversations with buyers. You’re the best judge on how/when to shift to selling mode, but the point is don’t lose an opportunity to learn about your customer and their needs.
Your customer may need more of what you got, and servicing conversations could be the path toward helping them spend more with you!
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Tomorrow - March 18
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On this day, Bonnie Blair was born
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Today - March 17
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Know your product...sort of.
Read MoreGetting product confidence in sales roles takes a while, so just be honest with customers about what you do and don’t know while building your expertise.
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March 15 - 16
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Read More
Mindfulness/Self-care
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March 14
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On this day, Steph Curry
Read MoreTo be a top performer, study STUDS like Steph Curry. The engine for high performance is found in the preparation, practice, and repetition of the drills that need attention for game time.
"Every contact we have with a customer influences whether or not they’ll come back. We have to be great every time or we’ll lose them.” Kevin Stirtz
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