Symptoms:
James was feeling discouraged and wasn't sure how he could make it through another week like he had last week. A new prospect had made him wait over 30 minutes before he would see him, and then asked James to sell to him at his cost. Another client had told him he was backing out of a deal they had just made 2 days before, and that the reasons for the change were none of his business. This wasn't the first time that people had treated him this way and he was beginning to wonder just how much he had to grovel before he could do business with folks like this.
Diagnosis:
We all know the business world can be cruel at times. Few of us expect to be treated like royalty or get everything you want all the time, but it shouldn't always rain on us. Getting your emotional needs met on the job is usually a low-percentage play ... so quit trying. Perhaps your energy is better spent on understanding your rights in a business transaction and then protecting them, without any arrogance.
Prescription:
Many clients understand the ethics and etiquette of the business world, but there are others that will take advantage of you if you don't have a firm understanding of how you think you should be treated. It doesn't matter if you are a consultant, a professional services provider or manufacturer's rep ... the part that counts is that you don't get treated like a lowly "salesperson".
You have rights just like anyone else. Here are the Salesperson's Bill of Rights:
- I have a right to be treated with respect.
- I have a right to ask questions, of anyone, so that I can understand more clearly and perform more effectively.
- I have a right to help my company grow profitably and to advance my career and income in doing so.
- I have a right to know where I stand with a customer or prospect. (Don't forget to ask!)
- I have a right to find out why I'm not getting a particular contract.
- I have a right to say "No" to a bad deal and walk away.
- I have a right to like and approve of myself...even if others at times may not.
- I have a right to exercise my rights at all times.
Critical Thinking:
After the Buyer's Bus message last week and this Bill of Rights this week, has your thinking changed, or maybe been refreshed, on the roles of buyers and sellers? Think about where you can go back and implement both strategies.
Your Top 3 Goals & Tactics for the Week
Final Thoughts of the morning:
LAST WEEK: Update us on how things went last week with your stated Goals and GD Tactics.
THIS WEEK: Please share your Top 3 Goals for this week and the GD tactics you plan to deploy.
