Say it Over and Over Again...It's Not About Me! - Bob Sherman - MediaBizBloggers

George gets it He probably gets it better than any one else I know The other day George was telling me how he works to earn the trust of his accounts and by doing so becomes more than a vendor much more George sees himself as a partner and a key adviser to his clients The first step he takes is to become expert in the client39s business He told me that in the new quotsearch world39quot that goal39s attainment isn39t much further away than his laptop where he can learn all about his clients39 industries the market sizes consumer demographics competition etc Part of his learning regimen is to subscribe to his clients39 trade organs and to receive RSS feeds and alerts George jumps all over the alerts and communicates their contents to his clients before they39ve stirred the sugar in their morning coffeeBut here39s what really caught my attention George is very deliberative about who he calls with the information He used a car dealership client to illustrate the point He knows both the owner and the general manager of this dealership well and has entree to each But George delivers the new information to the general manager so that the GM can look good to his boss George understands that the measure of his success in business will be how meaningfully and fully he serves everyone with whom he interacts It39s not about him looking good in this case it39s about helping his client look good Who thinks like that Remarkable Uncommon Way above average George has forged a wonderfully satisfying career with service to others as the cornerstone of his credoSellers whose MOs are service to others before self quickly become key assets of their clients and enjoy significant benefits in trade for the trust they engender Their calls are taken Their ideas are heard with open minds momentarily emptied of the cache of cynicism normally stored within as a defense against ugh salesmen Their suggestions are evaluated solely on the basis of the merits of the argument And why not They can be trustedChances are pretty good that when GM puts out a new incentive plan George39s dealerclient hears about it first from George along with a suggestion coincidentally about how the program can be successfully advertised and a commitment to have the commercial production ready to go within hours of the quotokayquotGeorge and I quotoneononequot every Monday I39m never surprised when George beats me to quotHow was your weekendquot Great SellingBob Sherman has 40 years experience managing relationships between media companies and advertisers in old and new media from radio cable and TV to the Internet and from sales executive to chief executive and from the biggest media corporations to his own entrepreneurial companies He is currently in partnership with Pilot Group LLC Bob can be reached at rshermanpilotgroupbizRead all Bob39s MediaBizBloggers commentaries at Great Sellers Go To Heaven MediaBizBloggersFollow our Twitter updates MediaBizBlogger

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Say it Over and Over Again...It's Not About Me! - Bob Sherman - MediaBizBloggers

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