The Client Based mindset
Posted on March 31, 2024 by Trevor Mallia, One of Thousands of Executive Coaches on Noomii.
Program your mind in a way that will increase your performance
One of the most common mistakes I have come across when meeting Salespeople in various fields is that they look at clients purely as a source of Income. Most of this is the result of many companies setting challenging targets and a strong ‘commission oriented’ Sales Package.
One of the keys to success both as a business and salesperson is to always put the client at the centre of your business. Not the product, not the sale and especially definitely not the financial return, but predominantly the client. Listen to your customers and their needs. See what added value you or your product can give to their lives and business. Talk less, listen more. Then when you have enough information, design your service around their needs. Offer your clients a product that they would really benefit from.
Sometimes, you may have to accept the fact that you cannot serve a customer yourself, in which case you can outsource, or refer them to someone whom you know they can trust and can offer them what they need. Referrals are an important part of business. It’s always nice to receive referrals, but also very important to be able to refer business to others. Always keep in mind however, that your reputation is also at stake when referring someone, so make sure that if you would not trust the referral yourself, then do not refer them to anyone else.
Finally, make friends, not only clients. Don’t contact people only when you have something to sell to them. Keep in touch, send a birthday message, or even just a quick hello. Once they get to trust you and know that you are important for them not just because of their wallets, they will automatically contact you when they need you and your services and refer you to their friends and whoever they know who may need your services
