by Tim Roberts
There you go again – wanting to be a valued partner with your customer base – but not willing to do all the required work. “I’ve done everything they’ve asked, every time they’ve asked. I have been loyal as the day is long, so why do they still treat me like a vendor and continue to shop me?” I’ll tell you why, they still perceive you as “just another salesperson.”
Whether you’re getting roughed up in the C-Suite or the land of purchasing, the expectations – the need buyers have - is greater than ever. And there are two things they want every salesperson to bring to the table:
• The ability to be a RESOURCE. They want someone who can talk on a wide range of business related issues, not just your product or service.
• Original business insights – especially about your products and services as they relate to their industry.
Your customer base is hungry for knowledge and business acumen – no matter what your product or service. If you want to be perceived a best-in-class performer, ya gotta bring mental horsepower. So, how well read are you and your sales team? What does the sales library in your office look like? How often do your front line reps pick up and/or check out one of the books from your library to fine-tune their business acumen. Consider these stats:
- Total percent of young people who claim they read more than 10 books a year = 56%
- Total percentage of U.S. adults who are unable to read an 8th grade level book = 50%
- Total percent of U.S. high school graduates who will never read a book after high school = 33%
- Total percentage of college students who will never read another book after they graduate = 42%
- Total percentage of U.S. families who did not buy a book this year = 80%
- Total percentage of adults that have not been in a book store in the past 5 years = 70%
- Total percentage of books started that aren’t read to completion = 57%
Point One: Your customers and clients expect you to bring insight.
Point Two: Your team either wants to grow through knowledge or your business plan is hostage to their lust for comfort.
Point Three: A well-read team is a well-paid team. That means they’re profitable!
Point Four: The message an in-house library sends to your customers cannot be overstated.
Point Five: Your competition is either in a bookstore line right now – or not. Either way, you benefit.
At Sandler Training, Trustpointe we put our clients back in the classroom. We read, we study, we grow. To learn more about customer expectations, mental horsepower and book shelves contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com.
Books overdue?
Statistic Verification
Source: Read Faster, Reading Stats
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