Are you a sales professional, or a politician?
Empty Promises, Commitments, and Core Values
Watching the President last night speak to the joint session of Congress, kind of kicked off my mind in a direction that I didn’t expect. I started thinking about all the presentations I’ve made in front of prospective customers. I tried to put myself in their place, and truly hope that my prospects and customers would give me a higher approval rating than any politician nowadays. This week’s blog isn’t about politics; it’s about empty promises and ‘the proof is in the pudding’ type statements. Each and every week we are challenged by our customers to deliver on our promises, and make good on our commitments. Whether its on-time delivery, high quality expectations, excellent service, or whatever, we are always being evaluated. Our customers often have many more choices on to where they spend their dollars than we do as individual voters. One of the best marketing statements I hear often is when I land in an airplane with Delta. The pilot always says “we appreciate your business, we know you make a choice when you spend your travel dollars, and are happy that choice is Delta”. People have choices in where they spend their money, or the company’s money. You, as a professional, need to make sure that you are giving them good reason to. The only polling that matters to us is where our customers place their next new business opportunity. We need to make sure we deliver on our promises over and over again. We can’t disappoint them continuously and expect to keep their business. As professionals we need to be principled and stick to our core values. I also started thinking about debates the other night. When one of the candidates made the statement that it’s about time politicians are more provocative. Say things that need to be said, and don’t worry about politicking, worry about the constituents. How many times have you told your customers that your company or service might not be what they are looking for, and they should go elsewhere for a solution? Has this earned you respect from your customer? Or did you lose them forever? When a customer asks you for your opinion, you need to be objective as a professional. Of course you don’t steer them to the competition, but sometimes it is their best choice by far, and you’ll earn more points in the long-run by telling them so. I hate to compare politicians to us sales professionals, but we are constantly seeking votes just like them. I hope your principles are stronger than our politicians in Washington. When you look back at your career, how will your voters judge you? Are you working on your team’s credibility? What things should you be looking for? How should you position your company? If you need to bounce these things off someone objective, give us a call at Pinnacle Sales. We can help you put together your personal campaign for votes!
Pinnacle Sales, LLC
418 Main Street, Suite 6
Belleville, MI 48111
(734) 516-0221
Pinnacle Sales is an agency that offers support to clients in any part of the sales & marketing process. From planning to implementation,
business development to training.