One warning about today’s post . . .

Don’t even think about dismissing it as “basic”. I’m willing to bet there are many of you who aren’t doing these things.

1) You Need To Get Results For Your Client! I know “Duh Paul” but riddle me this, when was the last time you asked your client what a kick ass result would look like? Most people ask this question once during a poorly executed needs analysis; never to ask it again. From there its just a charade of assumptions.

Sales Managers: When you sit, one on one with your sales reps, do you ask them how each one of their accounts answered that question?

2)    You Need To Genuinely Care About Your Client! It’s easy to care about your client when they hand you a P.O. but how about them personally? And I don’t mean some half assed effort by commenting on the pictures they have on their desk so you can check off the rapport building box on your check list. I mean truly caring about them beyond their ability to write you a check? Oh, and you do know that they’re capable of understanding who truly cares and who just wants a check. Right?

3)    You Have To Be Willing To Move Heaven And Earth For Them. Sadly, this may only be true when it’s the end of the month and quotas need to be met. Doing it because you actually love your client and because it’s the right thing to do creates a totally different vibe! It also creates incredible loyalty with the right clients and a serious reason to consider dropping the ones who aren’t loyal to you in spite of this.

4)    You Need To Make Your Client Look Like A Rock Star! Let’s try and remember that we all could use a little good press. When was the last time you came to your client with a proactive idea or resource? Exceeding expectations with delivery dates, rush jobs, etc go a long way too!

Sales Managers: Add this item to your “one on one’s” with your sales rep. Numbers and forecasts are all well and good but I’m thinking this one might be important too!

5)    You Need To Surprise Your Clients! With any other relationship, you need to do things . . . just because. Audible sent me a gift certificate for my one year anniversary with them. Do you acknowledge anniversaries? Paul Fredric tossed in a free tie with some French cuff shirts I ordered. Completely unexpected . . . hence the word “surprise”.

Sales Managers: I bet you think I’m going to ask if you address this one during your one on ones? Well kind of! Might be a good topic for a team meeting too? When was the last time you brainstormed this one as a team?

Any who . . .

There you have it! 5 ways for you to become more valuable and create competitor resistant relationships.

Are you still making excuses?

At the end of this month we’ll be 25% of the way through 2014!

Many of you aren’t having the year you hoped for and worse yet . . .

You’re refusing to do something about it!

3 weeks from now, we launch our next sales course (right on your computer screen) and quite frankly, the 100+ ideas I’ll be sharing might be a lifesaver for some of you and for others . . .

The spark that moves you from Great to all caps AWESOME!

Please click here for details and yes, I discount for 2 or more participants. Email me with the exact number you are considering and I’ll get back to you with special pricing paul@yoursalesplaybook.com