As a sales person, you do far more for clients than sell them something: One of your most important skill sets is to serve as a developmental coach. It is your job to play a critical, value-producing role that relies on your knowledge of what they are buying and their history, their beliefs and behaviors.
You need to be knowledgeable, motivated and well-intentioned. When you take time to identify the goals of your prospects you are on your way to the start of a rewarding client relationship. You succeed by understanding your clients’ fears, weaknesses, and temptations and providing solutions.
"Listening is such a simple act. It requires us to be present, and that takes practice, but we don't have to do anything else. We don't have to advise, or coach, or sound wise. We just have to be willing to sit there and listen.", Margaret J. Wheatley.
If you want to edge out the competition you need to help clients plan for goals and stick with their long-term plans even when they have doubts. This kind of coaching is the biggest contributor in allowing you to cultivate the relationships you want instead of reacting to outside influences. Leaning to proactively coach your prospects and clients is a better solution than being reactionary. Stressing your role as coach in client appointments will promote you above your competition. Most of your client know what they should be doing but lack the time and discipline to get it done which is why they are looking for someone like you even though they don’t know it.
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