Coaching Personal and Business Awareness

How many times have we taken people for granted? One time is too many. It is easy to become comfortable when you are building relationships with your clients. Familiarity can lessen our sensitivity to issues and specific concerns that the client wants or needs to discuss.

Treat people as you would a potential prospect. This takes extensive pre-call planning, precise execution of the presentation, and flawless pursuit of the details. Just because you have reached the status of "friend" does not allow you to drop your guard. A sale is about commitment and your clients, friends or otherwise, will continue to demand that you stay alert to their needs.

The needs will continue to present opportunities for you. By staying alert to the client, it reinforces that they are in good hands and there is no need to shop the competition.

When you are number one in an account, you can bet that your pedestal is perched to be knocked over if you falter. Being number one is difficult and it demands added attention at every level. If you get too comfortable, the smallest detail which made the most difference in the beginning may seem less important. If you are attuned to the client, the small details will provide you with your biggest gains.

Give yourself a checklist before you enter your account.

* Know the issues that will be discussed.
* Work on your relationship with the client.
* Listen for any guidance the client may want to provide.
* Respond to changes that have occurred since your last call.
* Audit your position within the account and look for a chance to upgrade it.

The status quo is not acceptable. Make a difference.


"No matter how far you have gone on the wrong road, turn back." -Turkish proverb

"Judge a man by his questions rather than his answers." - Voltaire

"It is the dim haze of mystery that adds enchantment to pursuit." - Antoine Rivarol

"When the only tool you own is a hammer, every problem begins to resemble a nail."- Abraham Maslow

"They who lack talent expect things to happen without effort. They ascribe failure to a lack of inspiration or ability, or to misfortune, rather than to insufficient application. At the core of every true talent there is an awareness of the difficulties inherent in any achievement, and the confidence that by persistence and patience something worthwhile will be realized. Thus talent is a species of vigor." - Eric Hoffer

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