In my previous post I suggested we should all strive to be a bit like Justin Tucker, and give credit to the folks in our organization that provide support and guidance in order to give us the opportunity to be successful. If you didn’t get a chance to read it you can go to the blog post at:
https://universalsalestruths.com/be-humble-not-prideful/
You see Justin’s relationship with his head coach is similar to the relationship a veteran sales exec develops with his clients.
On Monday night with the Raven’s needing a field goal to take the lead with less than a minute remaining in the game, Tucker walked over to his coach, John Harbaugh, and convinced him he could make a 60 yard field goal. Justin is NOT a cocky kid who was looking for an opportunity to be the hero. He was simply a young man that had prepared, was also a man of faith, and was confident he had the ability to make that kick. I’m sure when he told the coach “I got it” ; Harbaugh made the decision to trust in Justin and go for a field goal that turned out to be a Raven’s record.
The coach made that quick decision because he trusted Justin.
So I’m sure your thinking how does this relate to professional sales? It relates to sales in the identical way. If you have developed a relationship with your clients of trust and respect you will be given opportunities to solve problems with your product or service because you have developed an elevated level of respect and confidence above and beyond your competitors.
Your clients will give you business challenges to solve because of your history of proven performance. However, this level of trust and respect does not happen overnight. It is borne out of months and sometimes years of delivering on your commitments. Your clients know that if you are awarded a contract, they can count on you to make it right and deliver on your promises.
Lessons learned:
· BUILD TRUST
· HAVE CONFIDENCE IN YOUR ABILITY TO DELIVER
· THEN DELIVER ON YOUR PROMISES
Be like Justin Tucker and build trust and respect with your clients. Then go to them with extreme confidence and propose solutions that will be equivalent to hitting a 60 yard field goal to win the game!