The only client who made me cry in 25 years of selling is now Chairman of a Fortune 500 company.
At the time, I was pretty new with 2 years under my belt and a bun in the oven — fertile ground for sensitivity. Now, I look back fondly at the situation. Despite the topic or tone, my client was actually being transparent and engaged, and that’s client-gold for salespeople. Knowing his truth, boundaries, and what’s important led to new solutions and a deeper partnership, catapulting our chances of winning together.
Over the years, he’s instilled this mentality in his new team and we continue having an engaged and open dialogue with his company. My challenging client’s transparency and his willingness to share the ups and downs of our partnership remains the foremost reason why this alliance has been one of the most successful for us both, 23 years later.
Which leads to my best client advice — be upfront and transparent with the salespeople you choose to work with, and those you don’t. Sharing your views and hurdles challenges us to do our best work, giving us both the opportunity to win big, or at least go home with new insights and understanding. That’s good client karma.