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Anticipate and Relate: Two Keys to Business Relationships That Last
If you have participated in my Anticipatory Leader System, it is likely clear to you: sales is an Anticipatory career. No matter what industry a salesperson works in, they should be easily one of the most Anticipatory individuals in the contemporary working world!
Let’s think about that for a second. You are in a very customer-facing business, facilitating the connection between an individual, department, or organization and a product or service that they need. In many cases, your career itself is only successful if this connection between someone and their needs are met and maintained.
Therefore, being able to anticipate what a customer needs and any troubles they face long before those troubles take place would be beneficial, right?
Absolutely! Yet the unfortunate reality is most in sales simply preserve the customer’s status quo as long as possible and too often, lose customers when fully predictable problems disrupt the product or service’s solution.
So as mentioned above, sales is one of the most Anticipatory-minded careers out there. Understanding this fact and leveraging it to your advantage starts with understanding what sales really is, and connecting the skill to being Anticipatory.
