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#16. Jeff Seeley - 5/1/2009 The Things You Do...

“Actions speak louder than words”….  That saying has been around forever; and still, it has to be one of the most astute observations about human behavior.  I’m sure whoever coined that phrase had no idea its implication in the business world.  But if I could ingrain in every sales professional one key premise by which to conduct their business, this would be it.  ACTIONS SPEAK LOUDER THAN WORDS. 

Whether in business or in our personal lives, we have all gotten a bit skeptical of what people say.  However, people care (and our customers care) a great deal more about what we DO!  Are you doing things in your day-to-day business life that could be undermining your relationships with your customers, peers and others?  Consider the possibilities to help set yourself on the track for customer equity…    

• How often do you argue with your customers, instead of searching for ways to delight them?
• Do you say, “I’ve got it covered,” and then forget to follow-up?

• When you network… is it to give or to get?
• Do you tell your boss, “it is done,” and then ignore the request?
• Do you embrace change or manage to the status quo?
• Are you using your personal customer contact goals as a tool to grow your business, or just filling out the CRM information to cover your behind?

• How often do you reassure your peers and teammates, versus question their actions and performance?
• Are you really in tune with your customers’ needs, or just trying to sell something to somebody?
• When you offer “solutions”… are they really well thought out solutions or volumes of “stuff” that you throw against the wall and hope something sticks?
• When the going gets tough, do you increase the energy and push for success, or try your best to “stay under the radar”?
• Do you view yourself a risk taker, but inevitably end up following the pack?
• Are you consistent in how you talk about customers, colleagues and supervisors (i.e., to their face versus behind their back)?
• Do you operate in a world where there is always more than one version of the truth?

Remember, you’re only as good as your actions. WHAT YOU DO IS WHO YOU ARE. Do something great today.