Finding the clear path forward is our job. Our clients are going to be too focused on
the obstacles and will need our expert leadership.
If they have been down this road before, it has possibly
been a while, or they have not travelled this way very frequently, so they need
our expert advice. They need our
assurance and our words of encouragement.
They need us to lead them down the path, they need to see us confident
in each step. This is how they can
confidently advance to their goals.
If you are involved in a complicated sales process, one that
involves many variables in the client decision matrix, then it is imperative
that you lead your client like a well-rehearsed tour guide might lead visitors
at a popular tourist destination. The
tour guide knows what is coming up next and prepares his audience to maximize
the satisfaction in their visit. The guide
is aware of the potential hazards and helps the visitors avoid them. Expert tour guides are so knowledgeable about
the track that they often walk backwards without looking over their shoulder,
focusing their complete attention on the visitor experience.
Experienced leaders
and sales professionals have the benefit of past successes and failures. By recalling what has worked for other
clients a success path can be modeled for current clients. Past failures can be used to highlight wrong
assumptions or inadequate methods. The
nuances of market conditions can be expertly interpreted and analyzed.
When you see more than your clients, when you see farther
than your clients, and when you see things before your clients do, then it is
your responsibility to navigate your clients to the goal they seek. It is your job to plan ahead. You should expect problems and always point
to success.
