The Seven Pillars of a Serving Salesperson
Pillar One: Set Serving as Your True North
Just as the ‘true north’ on a compass never changes, the Serving Salesperson never varies from their ‘True North’ of maintaining a proactive mindset to serve their customers.
Pillar Two: Blend Passion & Perseverance
A Serving Salesperson has ‘grit’ -- developing a passion for resolving their customers’ issues and combining that passion with perseverance throughout the process until an acceptable solution is achieved.
Pillar Three: Sharpen your EQ
The Serving Salesperson has a keen understanding of the importance of the key elements of emotional intelligence and employs and modifies the those elements to fit the situational needs of their customers.
Pillar Four: Grow the Trust through Human Touch
By combining technological tools with a personalized communication strategy, the Serving Salesperson demonstrates their competence, consistency, and dependability to build trust throughout the sales journey.
Pillar Five: Facilitate the Journey
The B2B purchasing journey has become more complicated with customers needing to resolve any number of issues throughout that journey. The Serving Salesperson seeks to understand those issues and works to provide the information and expertise throughout the purchasing journey to assist their customers in the successful completion of that journey.
Pillar Six: Practice Brain-Friendly Communication
The Serving Salesperson understands that the customer employs a combination of the brain’s emotional reactive system and the logical reflective system to make the purchase decision. They will first seek to understand the processes occurring in the brain’s reactive system and then appeal to the reflective system.
Pillar Seven: Create the Wins
Going further than simply achieving a ‘win-win’ solution, the Serving Salesperson seeks to identify the key stakeholders who will be affected by the purchase decision and endeavor to achieve a solution that will benefit those stakeholders.
