I read a column in a beach community newspaper last week written by a local columnist who covers home based businesses. In this particular piece she was reporting the lamentations of a small local web site developer who was very creative and agile but whose business model's success depended upon the cooperation and attention of his clients, because quick turnovers of projects are critical to his revenue stream. All to often, revealed the complainant, the jobs got stretched out because the clients were late in delivering materials or approvals.
I found myself thinking that this marketing guru was probably more savvy about how goods and services can be marketed than he was about how to motivate clients to get the best out of him.
Great sellers assume the senior role in the "partnership." That's because their selfless and courageous work to provoke the client to identify flaws and opportunities in the business plan, requires a relentless management of the process in pursuit of successful implementation.
So what's the message? Great sellers aren't supplicants. Great sellers aren't in the commodities business. They offer their experience, will and indefatigably provide their clients with new pathways to success. And nothing will hold them back in that mission. Not even the client. "I'm here for you Mr. Jones, and here's what WE need to do. I will...by Thursday and you must...Remember, WE have a plan. Let's execute!
Love Your Work and Work Tirelessly
Communicate Honestly and Fearlessly
Serve, Don't Sell