What if bankers viewed customers as individuals with specific needs and not just as dollar signs in their revenue lines, Adrian Jacklowsky asks in a finews.asia interview.
Adrian Jacklowsky, you are running Gustav Kaeser Training International, a coaching and training business in Southeast Asia. Does this mean you teach people how to canvas neighbourhoods ringing doorbells?
Figuratively, you are correct, except with the word ‹teach›. The people we work with are highly educated, experienced and successful leaders in many industries, so ‹teaching› is not the right word.
What we do in principle is to help companies bring out the best in their managers and leaders, as well as other members of their organizations, to create a targeted culture, which allows people to thrive and create the desired results of the respective organization.
«Many people believe the best sales people are the ones who talk a lot»
If with ringing doorbells’ you are referring to «hard-selling,» then that is not what we do, so not the «Wolf of Wallstreet» kind of selling style. Instead, we establish the strengths of our participants together with them, build on those and provide an insight into their own attitudes, which drive their behaviours, and shape their results with customers.
What does it take to be an extraordinary sales person?
Many people believe the best sales people are the ones who talk a lot – which is wrong. The ability to listen on different levels, to really identify and analyse the potential customer’s objectives and not just the needs are critical when it comes to creating outstanding sales results. This brings us to our philosophy, which is a holistic approach.
Do you also have bankers as clients?
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