Where Good Wholesalers Become Great Wholesalers • Wholesaler Coaching • Wholesaler Training • Wholesaler Keynote Speaker
The simple fact is that I get to coach truly outstanding folks.
Today, in a discussion with one of those clients, we were lamenting how difficult it is for wholesalers to separate themselves from the Sea of Sameness and measurably increase their MQ-Memorability Quotient®.
Part of the challenge lies in simple DNA.
Years ago there was a running joke that I had with a friend in our business.
As we would sit and catch up, both excited to share the events of the day/week, one of us would finish speaking and then look at the other and say, “But enough about me, let’s talk about me!”
And sometimes wholesalers, in fact all sales professionals, are guilty of a misguided focus.
I had a boss that always used to say, “Your best clients are your competitors best prospects.”
Which means you need to guard the relationship you have with your top producers – closely.
That said, have you ever wondered how much is too much when catering to needs of your very best clients?
Ever heard of the freshman 15?
While you may be associating this weight gain phenomenon with the first year of college, the truth is that a wholesaler’s first year in the field is subject to the same perils.
And some wholesalers never recover.
Wholesalers are paid to be great sales professionals and professional schmoozers.
Who better to walk into a room filled with clients or public customers and deftly start the process of captivating everyone they touch?
Unless, somewhat secretly, you really aren’t the best in that setting.
