One of the trusted advisors that I am blessed with is Steve Kloyda. Steve and I go back a ways, to when he was looking for HR consultative services for his company and in that process, ended up getting leadership coaching for himself. Steve was a a "picture perfect" client. He articulated what he needed, was open to my suggestions, and always came to our coaching meetings ready to work.
I trust Steve's advice in the sales arena, just like he trusted me during the process of leadership coaching. I was reminded of what an ideal client Steve was while viewing his weekly sales tip. Steve reminded me that we need to use our words to create a picture for our clients. They need to see who we are, what we do, and how we do it before they can envision a benefit from engaging us to serve them. He likened this to an artist's world where the how is our choice of brushes and our words are the colors that paint the picture in the mind of our client.
One of Steve's best tips, that I have remembered many times, is that when we are calling on a client (or anyone for that matter) we need to stay focused on the purpose for that meeting or phone call. This is ultimately the greatest way in which we respect our client's time. If we can consider the purpose for our meeting first and foremost, then when we pick up our paint brush we are more likely to create a picture the client can clearly see. And, hopefully, they will like what they see and want more!
Try this out for yourself. Understand the purpose of your call, pick up your paint brush, choose vivid colors, and paint a picture of success for your client. If you'd like to hear more great sales advice from Steve, find him at: http://www.theprospectingexpert.com/
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