{"id":488,"date":"2012-01-13T11:10:33","date_gmt":"2012-01-13T11:10:33","guid":{"rendered":"http:\/\/www.matriximpact.com\/fsf\/?p=488"},"modified":"2012-01-13T11:10:33","modified_gmt":"2012-01-13T11:10:33","slug":"be-hassle-free","status":"publish","type":"post","link":"https:\/\/matriximpact.com\/site\/2012\/01\/13\/be-hassle-free\/","title":{"rendered":"Be Hassle Free"},"content":{"rendered":"<p>I was clicking through the cable stations the other night and settled on a rerun of \u201cThe West Wing\u201d for some background noise. Not particularly paying attention until toward the end of the episode I heard a line from the character of \u2018Danny Cocannon\u2019 talking to \u2018Charlie Young\u2019.<\/p>\n<p>Charlie was lamenting dating the President\u2019s daughter because of various issues, I couldn\u2019t tell you what (again background noise). Then I heard Danny say \u201cIf it was me I would want to be the one hassle free person in her life\u201d <span style=\"color: #ff0000;\"><strong>BOOM<\/strong><\/span>. Isn\u2019t that <strong>EXACTLY<\/strong> what we should be to our customers?<\/p>\n<p>(You Can View the clip here \u00a0<a href=\"http:\/\/www.youtube.com\/watch?v=SZH-PL2RnEY&amp;list=UUOt4sPu0eWMq2PFLNyGJYWg&amp;index=1&amp;feature=plcp\">Be The 1 hassle free Person<\/a>)<\/p>\n<p>We should be the one hassle free thing in our customers\u2019 life. As salespeople we spend most of our time strategizing on how to find the customer, how to question the customer and how to negotiate with the customer so we can win the sale. What if INSTEAD we spent a little more time thinking about things from their perspective?<\/p>\n<p>Our customers, by definition, have to be decision makers. As a general rule, they must have some level of authority and responsibility. So what daily tasks, problems and ordeals accompany those two duties?<\/p>\n<ul>\n<li>100\u2019s of phone calls<\/li>\n<li>100\u2019s of email<\/li>\n<li>Management reporting and meetings<\/li>\n<li>Employee problems<\/li>\n<li>Internal power struggles<\/li>\n<li>Logistical challenges<\/li>\n<li>Other vendors issues<\/li>\n<li>Personal issues<\/li>\n<\/ul>\n<p>I know what you might be thinking. \u201cMy boss doesn\u2019t care about these things\u201d or maybe \u201cI have quota to make I can\u2019t worry about their problems.\u201d Well I am here to tell you if you don\u2019t worry about their problems you will <strong>NEVER<\/strong> solve your own!<\/p>\n<p>There are 1000\u2019s of things that can crop up at any time for our customer and we are only ONE of \u00a0them. The patience and professionalism we exhibit in working our way into customer\u2019s daily schedule will determine how they perceive us and ultimately the level of success we experience.<\/p>\n<p>Below are 5 ways we can <strong>Be<\/strong> <strong>Hassle Free<\/strong> in the face of these daily dilemmas:<\/p>\n<ol>\n<li>Only call if you have a REASON or NEED to call, not because \u201cI just wanted to\u2026\u201d<\/li>\n<li>Email if you have something relevant, helpful, informational etc. not the <em>joke of the day <\/em>or \u201cI was just checking in.\u201d<\/li>\n<li>Respect their time! Recognize you are only one small part of their day and make the time you share with them COUNT. Be prepared for every meeting, phone call and presentation. <strong>Never waste their time<\/strong>.<\/li>\n<li>If they choose to share any problem situation with you tread carefully. YouARENOT the business equivalent of Dr. Ruth, but you can find information online that might address their concerns.<\/li>\n<li>Be humble and empathize but DO NOT commiserate. Realize there will be problems you can\u2019t help with but let them know you understand their situation and will be as supportive as possible.<\/li>\n<\/ol>\n<p>It comes down to this; we need to find a way to become a POSITIVE in the customer\u2019s day. Whenever they see your number on caller ID they should want to take the call because they know you will share something of value with them. You might be calling with an idea or with information about their industry or maybe even a solution to their problem. Whatever it may be, they have to WANT to talk to you.<\/p>\n<p>Be the one hassle free thing in their daily existence; an oasis from the desert of problems they face. Provide valuable resources and make their life easier. Find something they need that has NOTHING to do with your business and HELP THEM. You have to go OUTSIDE your job description and do things your competitors wouldn\u2019t even think of if you truly want to help people.<\/p>\n<p>It is a lot of work I know but I promise, if you do, the business relationship will grow and your sales will skyrocket. It is a choice you have to make everyday so choose wisely, the job you save just might be your own.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>I was clicking through the cable stations the other night and settled on a rerun of \u201cThe West Wing\u201d for some background noise. Not particularly paying attention until toward the end of the episode I heard a line from the character of \u2018Danny Cocannon\u2019 talking to \u2018Charlie Young\u2019. Charlie was lamenting dating the President\u2019s daughter [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":"","_links_to":"","_links_to_target":""},"categories":[25,39,55,54,46,18,59,49],"tags":[],"class_list":["post-488","post","type-post","status-publish","format-standard","hentry","category-best-practice","category-change","category-customer","category-leads","category-prospects","category-sales-superstars","category-suspectprospect-customer-dynamic","category-suspects"],"_links":{"self":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts\/488","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/comments?post=488"}],"version-history":[{"count":0,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/posts\/488\/revisions"}],"wp:attachment":[{"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/media?parent=488"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/categories?post=488"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/matriximpact.com\/site\/wp-json\/wp\/v2\/tags?post=488"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}