How can you become indispensable to your customers? Let’s learn the important facets of our clients’ businesses in this episode.
Nick Casale is the director of Sales at Sendoso, a company that makes it easy to send anything everywhere so you can ship gifts to your clients and prospects. Their services can help you engage, acquire, and retain customers.
Becoming indispensable to your clients
The challenge is understanding the difference between what your buyer can get exclusively from you versus what they can get from Google or other sources. There are two ways to become indispensable to your clients. The first is by being helpful and approachable and the other is recognizing that both you and your clients are human beings. You should be able to maintain a business relationship while delivering business value.
Salespeople can make the mistake of forgetting that clients and prospects are more than that. They are also people with families and at the end of the day, just normal people who are all going through the same things we all are. If you treat your clients just by dollar value, you risk losing the connection and trust.
This may not be possible now due to the pandemic but when we’re able to host events again, we should. Going to events allows us to meet prospects face to face, shake their hands, and have a conversation. When you get to meet people and share a meal, it’s easier to see the person, even beyond their title or position in the company.
Becoming indispensable to your customers starts with creating a genuine relationship with them. You earn this by becoming a trusted advisor and being consultative. Don’t fake authenticity. Lead with empathy and understand that people are trying their hardest in a very difficult time. You need to understand that the product you’re selling is not the most important thing in the whole world. What’s important is the connection and remembering your client is a human being first.
Connect with Nick Casale via his LinkedIn account.
This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.