One of the most powerful things you can do for someone is truly be there for them during their time of need. Anyone who has ever been in a dark place will attest; they will never forget the person that helped them see the tiny spectre of light flickering in the distance.
Your customers need your help, some more than others. Every potential or existing client needs you to genuinely care about them. By caring, you educate and empower them with critical insights and information to help them find the place where illumination is formed.
To be an educator means transferring your knowledge to others. You possess a deep understanding of your product. The casual act of talking with others about it empowers them.
To be an illuminator is to communicate with so much clarity and conviction other people can’t help but be influenced by it. You turn them on and by contributing compelling value they start to shine also.
Educators thrive on acquiring and disseminating new knowledge. Never ones to punch out at 5 o’clock, they take their subject matter home with them. They eat with it, fantasise about it and sleep with it. This helps them to customise their message specifically for the recipient.
Illuminators are never dulled by criticism. Naysayers fuel their fire and desire to keep shedding light on what they are passionate about: Knowledge that empowers, knowledge that serves others, and knowledge that changes the game, forever.
Your words shouldn’t just dribble from your lips?they should leap like sparks dancing from a blazing fire!
True masters of influence never sell too hard. Their knowledge and the passionate way they communicate transforms them from a dull salesperson to a luminous, trusted advisor.
Trent Leyshan is the founder of BOOM!, Australia’s leading sales training and development specialist. He is the co-founder of Expand People and author of The Naked Salesman.
