As a continuum from last week’s article I am giving you more vital tips to help you Stand Above The Competition With Top Level Decision Makers.
- Exude Massive Energy: It takes energy to succeed. Going the extra mile and putting in the extra effort and extra hours to properly service your clients requires a high level of energy. Top Level Decision Makers know this. Exude a high level of energy and dedication when you are around them and their associates. Be known as someone with massive energy and enthusiasm. As a bonus you actually reward yourself with extra energy because energy begets more energy. In turn that affects all aspects of your life. There is a saying “the person with the highest energy usually has more affluence than those with the lowest energies.”
- Best First Impression Possible: There is a saying that you don’t get a second chance to make a first impression. This is not always true but with Top Level Decision Makers it is often true because their time is valuable and they make up their mind about you fairly quickly. Your attitude, your appearance, the energy you give off, the knowledge of your products and services, your information on his or her business and industry, must be superior and your ability to communicate must be fine-tuned when you get in front of him or her in the beginning. If you “Blow It” you may never get a second meeting.
- Exceed Expectations Consistently: Exceeding expectations once will not impress the Top Level Decision Makers. They know that most salespeople will do that to impress them. Consistently exceeding their expectations will separate you from the majority of other salespeople. This definitely will influences them in a positive way.
- Valuable Growing Asset: Make sure they view you as a valuable asset to them and their organisation. To put the “cap on it” have them see you growing more valuable to them day by day. Eventually their goal will be to retain you as a supplier because of the value you offer. (Unity Stage of the Relationship).
- Be Indispensable: Become such an asset that to them you are indispensable. In other words they see you as irreplaceable. Often you can achieve this by being a valuable resource. In other words whenever they need any information, contacts or need a supplier or need to make a purchase they phone you and you are the one that makes their job easier by utilising your Network or Knowledge.
- Display Continual Self Development: Demonstrate that you are on a “never ending journey” of self-development. Share information on books, audio CD’s, DVD’s, online resources, ideas, authors, seminars and conferences that you are being exposed to that may be of interest to the Top Level Decision Makers and their team of people. If the decision maker also expresses interest in certain topics give him or her books, articles, CD’s, DVD’s that he or she may enjoy and find valuable. Top Level Decision Makers are not intimidated by people who love to learn, grow and advance. You will find that friends, associates and even family members who are not on a self-development journey will criticize you and even try and demean what you are doing. Top Level Decision Makers are the opposite. They will support and compliment you.
- Winning Attitude: There is a saying, “everyone loves a winner”. Top Level Decision Makers definitely appreciate someone with a winning attitude. They like being surrounded by people who are “can do” people and who look on the optimistic side of life and believe they can compete, complete, finish, conquer and win. Display a winning attitude while still displaying humbleness and respecting others and giving credit where credit is due and you will impress them.
- Look The Part: To have a positive attitude but be wearing shoes with the soles falling off, wearing clothes that are wrinkled and fit you like they were borrowed from, your older bigger brother or sister will not impress them. We all have to start somewhere and often don’t have the financial budget in the beginning to wear Gucci shoes and watches, although with a little effort we can find inexpensive clothes that fit, shoes that are well shined and wear clothes that are clean and well pressed. Wear the best clothes possible that are appropriate for who you are meeting with or where you are going. The same goes for your brief case, your note book, pens, brochure etc. They are part of your image and leave an impression. Keep your vehicle clean and organised as well. You may meet the Top Level Decision Maker in the parking lot.
- Right Language: People like to do business with people that are much like them. Become familiar with their business language and terminology and utilise it in conversation with them.
- Be On The Team: Roll up your sleeves and pitch in where possible with the Top Level Decision Makers and their teams. Volunteer to help where you can help the team. At the Commitment and Unity Stage of Relationship Development you will often be accepted as part of the team. You want to be viewed as an “extended team member.”
- Listen! Listen! Listen: Again, listen to understand not just to respond, defend, advise or sell. Ask the Top Level Decision Makers about their experience, thoughts and opinions. They would rather advise, teach and give their opinion. On the other hand they don’t like unqualified people who haven’t earned their respect try to teach or advise them. Listen and Listen and Listen when you are around them. Then speak when you really have something worthwhile to say or an intelligent question to ask.
- You Don’t Close, They Buy: They see themselves as the decision maker and are very tough to close. You need to provide the right amount of right information in the right way at the right time…and let them buy. If you do everything right the buy will automatically happen. Top Level Decision Makers very seldom can be closed with the Urgency Close unless everything has been properly done leading up to the close. The Urgency statement must also be truthful and make logical sense.
I trust that this blog article and my previous one will help you stay above the competition with Top Level Decision Makers. Let your light shine…don’t hide it under a rock!
“If you have found this blog article to be valuable for you, I would be grateful if you “shared” it with your Social Media Networks. Also feel free to circulate it by e-mail or other means internally within your organization or externally to your clients, suppliers and personal and business network. Thank-you!” – Bill Gibson
Bill Gibson is a Canadian who is living in South Africa. He is an international speaker and author and a developer of sales, service, marketing, collecting, employee morale building, personal development and entrepreneurial training programs and systems. His blog is www.bill-gibson.com and his website is www.kbitraining.com. He can be reached at firstname.lastname@example.org or phone +27-11-784-1720 in South Africa. You can follow Bill Gibson on Twitter: @billgibson1, connect on LinkedIn: https://www.linkedin.com/in/gibsonbill or Knowledge Brokers International SA Pty Ltd Facebook Page: https://www.facebook.com/knowledgebrokers?ref=hl