Welcome to The Sales Kaleidoscope. Much like the turning of a kaleidoscope, the dynamic world of sales includes many sides, shapes, sizes, and perspectives. Thank you for joining us as we peer through this diverse lens and discuss the multi-facets of this fast paced, lucrative space. Each turn will reveal a fresh view that allows us to share and learn together. No matter where you are, whether just starting out, legend status, or somewhere in between, we promise to bring valuable insight, proven recommendations, tips and tricks, and a little humor along the way. We are huge believers that the rising tide lifts all boats, and it’s always high tide where we are.
From owners to sales teams, marketing directors to customer service reps, install teams to call centers, and everything in between, one thing is certain, we are all working together to achieve the same end result; to create and provide a top notch customer experience that yields the maximum number of closed deals, and builds loyal, lifelong customers.
Building a strong, sustainable company/customer relationship bridge requires strategic and thoughtful effort. The four pillars are built on the R’s; repeat business, referrals, reviews and re-engagement. These things, coupled with mental acuity and a nimble mindset, help achieve the maximum ROI. Thankfully, there is no need to reinvent the wheel over and over again. While occasional pivoting is required, there are numerous sales pioneers, motivators and inspirational leaders who have gone before, blazing a trail that continues to burn brightly for all that seek it. (Think Grant Cardone, Brian Tracy, Jordan Belfort, Brendan Burchard, Tony Robbins, Matt Foley – lol – and a few of our own MVP’s) you get the picture. With the plethora of methods, information, guidance and access to some of the GOAT, we can learn and lean into the things that resonate most to make the greatest impact.
The world of sales is a strategic one, primarily coming down to three distinctive but simple things. Psychology, authenticity and integrity. Each holds their own lateral levels of rank, and mastering them individually is what collectively provides the greatest success. Because the customer is always the main character, understanding the consumer mindset is critical in the sales process and beyond. Let’s take a minute to consider each of the three topics and their importance. Psychology is what makes the world go round, and helps us understand prospects and customers, to assist in speaking to the many “why’s” of the sales process. Integrity is paramount for reasons that require no explanation, and authenticity, is what ultimately connects and endears us to the people we interact with. In order to achieve optimal sales, being mindful and utilizing these three things is imperative.
So, how DO we build valuable relationships and become good friends in a few hours time, to the main characters that we meet in our sales calls each day? Easy enough. We provide a premium customer experience. One that leaves our prospects and customers thinking about us long after we leave their homes. One that leaves them feeling inclined to talk to their family, friends and neighbors (and the Target or Costco clerks!) about the pleasant experience they had with our company and team. One that has them entering our contact info into their phones because we are the only ones they want to do business with.
To emphasize just how important customer experience is, Econsultancy and Adobe conducted a joint study, and found that a whopping 83% of consumers said that they were willing to pay more for a product or service if it included a great customer experience. Remember the psychology aspect? This is why the more we know, the better we do. Providing something meaningful and unexpected is how we achieve a stellar customer experience that sets us apart as difference makers among customers and competitors, alike. With some thoughtful consideration, kind words and memorable actions, we are able to leave people better than when we found them.
The next time you’re out and about, at a local retail store, restaurant, park etc., and you hear someone from across the room say, “Hey, that’s MY sales guy/gal” you know you’ve done your job!