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Will You Sell Me Your Soul?
There was a time when I would do almost anything for the sale! Well, I figure since we are on the heels of Halloween and knee-deep into our economic recovery I’d shine a huge spot light on your soul.
There was a time when I would do almost anything for the sale! And I mean anything! We’ve heard it all before. “The customer is always right”, "Anything for the customer", “Do what you have to do to get the sale”. Well, I figure since we are on the heels of Halloween and knee-deep into our economic recovery I’d shine a huge spot light on your soul. Now picture me as Dr. Evil in a red suit and sinister eyes and a gold pinky ring designed like a skull. Yep, that’s right, I’m your next sale or current customer.
Today with the sales process taking a lot longer than ever before I’ve seen businesses and sales reps give up everything to get the sale. Including their soul. I know it’s tough and we all want the sale and to make money but really, your soul. I mean you can give up the kitchen sink but not your soul. Customers these days are demanding more for less. And here is where we all fall down. Here is where the customer becomes in our eyes “Dr. Evil” and they look into our eyes and have us under their spell. At least that’s how it worked on me. I would cut my commission, sleep with my phone under my pillow and leave my friends or girlfriend at the table of a restaurant for the “yes…uh huh…of course I can do that conversation”. Knowing full well I was about leverage not only my soul for the sale, but some of the commission I would earn, my friendships and the love of my life. This is where a veteran soul stopped me one day and asked me “Why….Why are you doing all of that”. “What is your time worth?” He said, and now I ask you? “What is your time worth”
Not all customers are the same. Some are well worth the effort and time. We love them and they are not who I am talking about. I'm talking about the ones who ask for your soul, your heart and your shoes. And some of us gladly give it, just to say we got the customer or the sale. But, what do you really get? So, let’s do the EM (Emotional Math) shall we. Now, where I’m about to go you may have heard before but in a different way and may be painful to hear again, especially in this economic climate.
- Never, ever do business with anyone based solely on price. Because the ones who want to pay the least will ask for the most. The most of your time, commission, and sanity. And who ever coined the phrase “Time is Money” was not lying. First, think of time as, your time, your effort and your sanity, I think you will begin to get the picture. Leave the customer out of it because they are only getting the end result. They don’t and should never get to see your smoke and mirrors of excellent customer service in giving them heaven and earth. Leave them with the satisfaction of a fantastic outcome and them believing that you are a really a “Jedi”. Under promise and over deliver, period! There are no exceptions. Not if you want to be good.
- Next, is what I call the walk away factor. Always know what will make you walk away from a deal or customer. From the cologne or perfume they wear to the ear-piercing cackle of a laugh they make when laughing at their own jokes. Know what will make you say….”No Thanks", "It’s just not worth it”. Don’t act like you don’t know what I’m talking about either. You know the type. We have all had that feeling when we roll our eyes at the sign of our favorite customer. Sometimes, things start off so nice and then the list of demands, here’s what I want and for no more than this price come out.
- Finally, never, be afraid to walk away from a sale or customer. Why? Because, if you are as good as I think you are, there will be other deals, customers and sales. You are just that good. You have to believe that. That’s what separates the good from the great. I think they are calling it “Swagger” these days. Some call it “Style”, others “Backbone”. All I know is that a couple of things happen when you develop this philosophy of doing business this way. Customers and colleagues alike will respect your time, your product and you because you respect yourself. Soul and all. And they wouldn’t think of asking you to do the unthinkable. Whatever the unthinkable may be. We all have that list in our minds and hopefully now your soul is no longer on that list.
So the next time Dr. Evil calls, you have some things to think about before you let him or her in. I don’t think I’m too off base, but if I am let me know. These are just my thoughts and how I see “Life Through a Different Lens”. Until next time. Be well.
Learn more about the author, Gerald Grinter.
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