One leads his clients to believe he knows more than he does.
The other leads his clients to believe that he doesn’t know as much as he really does.
Both of their clients are surprised when they learn how much they really know.
One client is unhappy about their discovery.
The other client is pleasantly surprised.
One does most of the talking in meetings
The other lets his clients do most of the talking
All good sales people are hungry.
One is hungry because he’s starving.
The other is hungry because he’s having fun.
One refuses to do work he thinks is beneath him.
The other does whatever he needs to help his client succeed.
One tries to use his clients successes to further his career.
The other leverages his successes to better help his client.
This subject has been written much better by much more knowledgeable people than me, but recently I’ve come in contact with two very good sales people. It struck me as odd that one had much better results than the other, and it finally dawned on my why. This tale applies to consultants, agencies and for most subject matter experts (SME) both internal and external to companies. Basically if you have to “sell” your ideas to anyone, this applies to you.
*Note: after writing this I realized that I only pointed out the negatives of The One sales guy, please keep in mind they are both good sales guys. They are both great guys. If you met either of them you’d instantly like them both and probably wouldn’t immediately know which one is which.
I’d also like you to keep in mind that we all do all of these things some of the time.
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