In reading the book Lessons Learned: Making the Sale, I had the opportunity to read about some of the most experienced leaders and how they approach obstacles that they face on a daily basis. Although there were 14 important lessons in this book, there were a couple that I wanted to talk more in depth about.
In the beginning of the book, Richard Santulli, Founder and CEO of NetJets, pointed out that salesmen need to prove to their customers that they care. When selling any product or service, it's important to relate to your customers and to know how your product or service will help or change them.
Each and every customer is important and it's essential to treat them like they are as well. Making each customer feel special is simply a matter of spending time with them and getting to know their wants and needs.
Another important lesson that I took away from this book is that TRUST is key to winning business. Director General, Gill Rider, made a valid point stating that it's important to hear from the other person exactly what it is they need, rather than what you think you want to give them. In order to build trust, it's important to set aside both your interests and your company's interests in order to listen to each customer's needs. Trust comes from the ability of people to connect both on a personal and professional level and is vital to being successful.
Along with trust, PERSISTENCE is also a great tool to have in business. If you want something badly enough, you need to learn everything there is about it. You must learn along the way, be prepared to do things that come unnaturally, and definitely be prepared to take risks.
Taking big risks can ultimately lead to losing relationships or deals; however keep in mind that everyone makes mistakes and if we don't make these mistakes we will never learn from them. Some of your best relationships will come from those customers with whom you're willing to take the greatest risks!
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Trust is key. Listening is a skill that people don't generally have anymore, or at least don't bother trying to improve. I've found that one of the keys to my professional success is active listening which begins with preparing to listen. When someone feels that you are intently listening to them, those are the moments that begin to build a relationship, then trust. This is just my take on things and what has worked for me over time.
ReplyDeleteReading inspirational books, attending seminars, and leading are some of the best ways we can sharpen our leadership edge. Best wished for your continued leadership success!
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