Sales Coaching Tip – It’s Often the Small Things

It’s often the small things that make a difference to clients.

I know I’m extremely loyal to the gal, Susie, who sells me clothes. And the main reason is because every time I go into her shop, at least once, I hear the words, “Take it off, honey! It’s not you.”

Her brutal honesty keeps me coming back. In a city as big as Toronto there are lots of places I can shop for clothes but because of Susie’s honesty she has me coming back. (By the way, “That’s a wow!” is also in her vocabulary. I can trust her opinion.)

How does this relate to your coaching of your team?

“What small things make a difference to clients” is an ideal topic for a team meeting or one-on-one coaching.

Consider gathering the ideas from your team members about what little things they do that develop the relationship with clients. Get someone on your team to record them and use them as a resource.

Often team members don’t look for the little things that can make a difference. Sometimes they even don’t think they have the flexibility in their role to even be able to offer the “little things.” By getting your team discussing what has worked for them, you’ll stimulate your other team members to come up with other “small” ways to better develop relationships with clients.

What small things have you observed your team members doing that make a difference to clients?

What can you do to help your team become more aware of the opportunities to do “small things” to further make a difference for clients?

How are you going to integrate discussing and recording the “small things” your team can do to make a bigger difference to clients?