What Business Are You In?

What business do you work in? Media sales, right? Wrong. Think about the business your client works in. That’s your business.

This post really continues on the 4 pillars of sales knowledge that I covered last week. When we think about our client’s business, we shouldn’t think about being “their rep”. Your should think of yourself as one of their team, even if they don’t think the same (yet). Why?

Your most important asset as a sales person is your relationships. Regardless of where you move within the industry, these relationships follow you and are always considered by employers.

By putting yourself in the frame of mind that you work in your clients business, that you are part of their team, you’re building that relationship. When you discuss anything with a client, you should be thinking “How can I help my clients grow and generate revenue?”. This ensures that the solutions and opportunities you are putting forward can be framed to meet their business objectives and don’t feel forced.

Creating value and results, and putting their objectives ahead of yours breeds trust, and in turn generates revenue for you.

Hold yourself accountable to the client to the same level of expectation they hold their own staff. Deliver results like you are part of the team and you will achieve greater success for those you actually report to.