Unleash Your (Sales) Brilliance
When a diamond is first pulled from the earth, it’s not all that impressive. It’s dull and coated in a carbon film, kimberlite (volcanic rock) and ground residue that jackets the precious jewel and obscures the brilliance inside. The diamond is irregular in shape, contains numerous flaws, fissures, carbon specs and discoloring.
And yet . . . with a single strike of the chisel the first of many facets is created.
Energy in the form of light floods the previously dormant jewel.
With the second strike, light both enters and escapes thus breathing purpose into the once lifeless stone.
With each new facet created, the power of the gem amplifies until the final strike, and perfection, when the diamond’s true value is revealed.
Is Your Company the Kimberlite or the Diamond?
Companies that are challenged by the economy, competition, and disinterest by clients often feel like an earth-torn diamond. Their value is real, very real, yet obscured. These companies and their products are easy to overlook because their brilliance has never been unleashed.
Their value has never been unleashed because they rely on “traditional” interruption-style sales messaging and it’s typically all so Company-centric. It features the Company’s: brand, image, years in business, size, location, management, product lines, features, positioning, and price points. All of which the client quickly disregards just as so much carbon film, kimberlite and dirt.
Today’s markets see it all as waste.
As interruptions and distractions.
And they’re right.
Clients are time-starved and information-overloaded. They choose solutions over interruptions and attractions over distractions.
They’ve come to understand that—or rather they’ve come to demand that—their time is a precious gem, too.
It’s Time to Strike that Chisel
You know, deep down, that your product or service offering provides real value for your clients.
So then . . . isn’t it time for you to grab that chisel?
Strike that first facet and flood your sales department with energy.
Strike the second and watch that energy flow into your marketplace.
When you reveal your company to be more than just another solution provider, with a sincere interest in your clients, then its value to your clients magnifies.
When your clients see the value of your company, they won’t look away. They won’t be disinterested. They’ll seek you out. They’ll even recommend you.
You have the ability to make this transformation.
You hold the chisel in your hand.
So what are you waiting for?
Now is the time to strike and here are the three elements you need to get started:
Insight. You need to completely understand you clients’ perspective: their objectives, problems, resources, considerations, and mind-set.
Engaging Communications. They need to hear from you. Not with sales messages, press releases and company announcements; but with engaging stories of transformations that your previous clients have made in their lives using your product or service. Your prospective clients do believe there’s a solution to their challenge—and they want to see, feel and hear the possibilities when they find it.
Consistency. Clients are busy. Overwhelmed. Confronted with hundreds of competing messages daily. It takes time to earn their interest, their trust, and their business.
Those three elements—that’s all it takes. And when you do them all with artful precision, you’ll make more sales.
The greatest diamond ever discovered is the 3,106 carat Cullinan. Upon its discovery, it was sent to the premier clever of the time, Joseph Asscher in Amsterdam. Eventually the rock was cut into 9 large perfect diamonds—the most famous being the Great Star of Africa which is 530 carats of pristine brilliance and the most prized of the Crown Jewels of the United Kingdom.
But before its brilliance was unleashed . . . it was just a rock.