Leadership Sellers Define Themselves
Do we have a definition of who we are? Can we explain in one sentence what we do and what the benefit to the customer is? Is our message clear and inspirational?
Leadership Law #2
Leadership sellers know who they are and can communicate their message in a clear and inspirational way.
Inspiration Vs Information
Many sellers communicate only information to their customers. Our customers can get information from the internet, they are looking to us for inspiration. What do I mean? Many of us are just giving informational answers to our customers’ questions. This is not enough. Leaders inspire. Are we inspiring our customers?
Example:
Customer: “Can you find me a house in a good neighborhood, with good schools, that isn’t too expensive?”
Quotron Unit: “Yes.” (Informational)
Leader: “Mrs. Customer. I can see that good schools, a good location and a reasonable price are important to you. After our in depth discussion, I feel I have a very good idea what you are looking for. I have a couple of houses in mind for you already. Let me do a bit more research based on our discussion. I will then work up a plan that will allow us to see the largest number of homes that fit your criteria as possible and we will meet tomorrow to visit them. Is one o’clock early enough for you?” (Inspirational)