It's just my opinion, but here's what it takes to become "the" sales expert in your field, rather than just "a" sales person (in no particular order):
- A clear, understandable talk track.
- Ask creative questions before you pitch your product or service.
- Be there when there's a problem to be solved.
- Take responsibility for whatever your customer's problem is, even if its not your fault.
- Return their phone calls promptly.
- Check in on them when it isn't important for them to order something from you.
- Recommend their business to a friend.
- Don't trash the competition.
- Don't get into price wars with your competition. Rather, explain why your pricing is fair for both parties. Differentiate yourself in your level of service, rather than how low your pricing is (unless you're Walmart...and if you are Walmart, you don't need my advice on how to be profitable).
- Don't beg for their business. That's different than telling them how much you want to work with them, by the way.
- Send them a birthday card.
- Under-promise, over-deliver.
- Ask them how you can improve your product or service for them.
- Shut your mouth and listen to them.
That's not an exhaustive list, but its a start. Other pros might want to add to it in the comments section below, which I welcome.
Thank you to Seth Godin for sparking the idea for the conversation, as he's done so many times before.
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