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The Power In Keeping Your Word

Tuesday, November 1, 2011

Y ou have often heard me say that the answer is in the questions. You have heard me suggest that you must stop selling and start asking more questions. You have heard me infer that you are making this thing harder than it has to be.

Here are three questions worth asking:

  1. “How can I add more value to my relationships?”
  2. “What makes me different?”
  3. “How can I get and keep my client’s attention?”

The answer to all three questions consists of just seven words. I arrived at this answer having witnessed two recent events.

The first revelation came as a result of meeting a man at a trade show booth. After swapping business cards I told him that I would be getting back to him. When I called him the next morning, he said the following:

“I never thought in a million years you would actually follow through. I thought your words were the typical sales chatter …. meaningless.”

What did I do that was so exceptional? I called the guy back like I said I would.

The second instance was a bit more taxing. I answered the telephone when I heard it ringing. When I did, the voice on the other end quickly said, “So you actually do what you say you do. You do answer your own phone.”

I remember saying to myself, “You must be kidding?”

In fact, these two fundamental customer services have become remarkably noticeable, and I am sorry to say, very much of a BIG DEAL.

The answer to the bulleted questions above consists of just seven words:

Do what you say you will do.

Simple? Yes. Profound? Absolutely. You will find this to be easier said than done … but very much worth the effort. Starting this week and until the end of time, do what you say you are going to do.

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