The Insider Series
The Connected Generation Podcast: The Insider Series: The Insider, Episode 63 
In the Insider Series we’ll go over how to better sell products and services to the Connected Generation as well as outline the six traits that are true of a relevant and effective salesperson.
The Insider
As members of a connected, global marketplace we seek ongoing relationships (both virtually and in-person) and insider information. When we are ready to try a new product or service, our first research step is to consult someone who already owns or uses it.
The Insider provides credible, hard-to-find information on an unfamiliar product or industry, and is perceived as unbiased and trustworthy. In many cases, the perfect insider is a friend and fellow consumer, but some exceptional sales people can earn this coveted role. These professional insiders are handsomely rewarded with a disproportionate number of customer referrals, positive word of mouth buzz and enduring loyalty.
An Insider:
1) Asks the right questions
Insiders know how to discern your true needs by asking great questions and help you get clear by processing and exploring your thoughts out loud.
2) Offers industry intelligence
Insiders understand the full scope of the industry and delight in sharing their knowledge.
3) Saves you time, money and hassle
Insiders prevent you from making expensive mistakes
4) Tailors information for your needs
From great websites to helpful magazines, Insiders sifts through the clutter and point you to the best resources on the market.
5) Knows the most requested information
Insiders are prepared for common questions and develop a handy library of articles and handouts. But it’s never about talking down to you and showing off their technical knowledge. Instead, they find it fun to help you get up to speed.
6) Doesn’t rush you
The Insider understands and honors that fact that you may need to solicit outside opinions and conduct further research due diligence.
7) Keeps you from making expensive mistakes
While other sales people might point you to the promotional product/service, the Insider gives you the real scoop and wouldn’t dream of steering your astray just to make some extra money. For Insiders, you are in the same category as “friend” or “family member” and they’ll do everything in their power to ensure that you get the best deal and the right product.
Wants an ongoing relationship
You’re not just a quick sale to an Insider. They remember and follow up on details you’ve shared and check in during the key times in your life. When you walk into the store, it’s a bit like the bar from Cheers. Insiders make sure that everyone knows your name.
9) Gives you a heads up
That new product you’ve been waiting for just arrived. Insiders don’t wait for you to drop in – they shoot you an email or call to let you know it’s on hold if you’re interested. They carry you in their hearts and minds and will automatically contact you if they find something that serves your needs.
10) Monitors your progress
How did that new training product perform during your first workout? Insiders want to know and are committed to getting it right for you. They think nothing of processing a late return or a special order. They’ll do whatever it takes to make things work.
11) Treats your referrals like gold
You sent your friend Linda into the Insider to get a pair of your favorite jeans. The minute your Insider learns that Linda is your friend, she’s instantly part of the inner circle. You know that all your friends and family will receive priority treatment, so you make frequent referrals without hesitation.
12) Knows extra details
Insiders become a trusted source of advice, not just for the products and services you provide, but for related topics as well.
13) Enjoys the relationship as much as you do
You never feel like a project to an Insider. The relationship always feels genuine and mutual. You’re happy to direct any extra money or commissions their way and you never feel taken advantage of. On the contrary, you look for ways to build their business and increase their professional and personal success.
14) Pushes your limits – in a good way
Insiders are your biggest fans when you decide that you’re going to try something new. They fan your flame and encourage you to make your dreams a reality.
15) Offers a reality check
So maybe doing that triathlon next month is a little beyond your current skills. Insiders will gently suggest another four months of training and signing up for the spring event instead. They’re honest in the best way possible.
16) Respects your questions and knowledge level
No question is too dumb for an Insider. They make you feel like you belong in the community regardless of your experience in the area.
17) Celebrates your successes
Insiders are quick to genuinely encourage and cheer you on. They make you feel like you have a friend who truly cares about your growth and success in their area of expertise.
18) Creatively solves problems
Insiders help smooth out the bumps as you learn and progress with preventive and helpful tips and strategies.
This post was written by Lisa Johnson
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