LTV: what it takes to be a consistently GREAT sales person.
Bill Clinton: living proof that perception trumps reality. What a guy!
Given the choice people buy from those they Like, Trust and feel Valued by.
Why do we buy branded bottled water when tap water tastes just the same and is cheaper?
Why do we choose the branded breakfast cereal when we know that the supermarket own-brand is made in the same factory?
Why do we buy VW rather than Seat when they use the same technology and are built to the same standards?
Why do we buy designer brands that are often inferior quality when less popular alternatives are much better value for money?
Because the companies that sell them have collectively spent billions of pounds creating brands that we like, trust and feel valued by. So if you want to be a consistently great sales person all you have to do is make people feel liked, trusted and valued and wait for the orders to roll in.
Is it that simple? Yes, it is and here’s what you need to do: -
- even if you are trading with other businesses it will be a person who decides to use you and they will opt for people they LTV.
- never fake it – folks will spot this at a 100 paces and they WON’T like it.
- being likeable is about being yourself and recognising that not everybody will like you – get over it and move on.
- being trusted is easy-peasy: never make a promise you can’t keep and if you are going to let them down tell them ASAP and make up for it in some way.
- being valued means being appreciated, recognised, rewarded and cared for. I’d start with how you like to be treated and go from there – not rocket science really.
- building relationships takes time but is totally worth it.
- keep in regular touch with your peeps. Relationships only exist through interaction. Without some kind of interaction they are just people you know.
So there you have it dear reader. Build strong LTV relationships with people who you can help by exchanging your products or services for their money and you’ll never have to sell another thing in your life.
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Mike Ames
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Yes, it’s only natural that consumers buy from those people they LTV– like, trusted and feel valued by–it’s only human nature.
But to answer your first questions, people buy from those branded products rather than those lesser-popular brands of the same product it’s because aside from LTV, it’s also about the brands’ credibility and popularity. They think that as long as a certain brand is popular, more consumers are also buying it.
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I have to agree Antoine – brand ego has a lot to do with buying decisions and don’t the worlds big brands know it!