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The Christmas Present

December 19, 2011 by Gloria Keith

 

THE CHRISTMAS PRESENT… the present sits under the Christmas tree all shiny and full of promise. Beautiful wrapping, creating an anticipation of good things to come. The present says to anyone who will listen… "I am here for you! Open me up and see what's inside." It's a bit like when you meet your Prospect/Customer for the first time. You walk in the door full of promise. You look great! Everyone knows that first impressions are important:

— Things like your smile, your handshake, your body language, your energy, etc.

Today's Customers are much more discerning. The first impression you create "gets you in the door" but that's all. What they are really judging you on is… "What can I expect from you in the future?". Let's review what they expect:

1. A product/service that will stand the test of time

2. Responsiveness to their needs on an ongoing basis

3. Empathy when these needs (or their circumstances) change

4. Reliability and consistency that you will "be your word"

5. When you say "I am different", it really means something

Most Salespeople will read the above five points and smugly assume they meet those expectations every day/all day/forevermore. The Superstars are different… they read this list and find ways to "tweak" their performance. They are always adjusting and improving on what is inside the wrapping. Which one are you? Are you the Christmas Present that is even better on the inside than the first impression you create on the outside? Always be working on that so you are the present they choose first! NO Excuses.

Filed Under: Blog, Sales Training

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