Jeff
Keller

Relationship Selling: The Power Of Consistency

The greatest challenges in our lives usually center around change. Change means entering the unfamiliar, fearing the worst and questioning our decisions. So we take comfort in unchanging patterns. That's Relationship Selling: The Power Of Consistency.

In this ever-changing, dot-com world of ours, the notion of consistency doesn't seem to have much of a place. In fact, the very concept of consistency can sound quite "boring." But don't let that fool you. Consistency will never be out of style, because it is such a crucial component of relationship selling and success.

The dictionary defines consistent as "conforming to a regular pattern." Indeed, consistency is all about discipline -- developing habits that will serve you and contribute toward your personal and professional growth.

Let's examine four areas where consistency can take you to a higher level:

1. Consistency of attitude
How would you describe your attitude? Are you positive and upbeat 90%, 60% or 40% of the time? When you are consistently positive, you feel better and healthier. You achieve more. Others want to be around you and your positive energy.

For a consistently positive outlook, realize that your attitude is under your control. Building a positive attitude is a game of repetition. It's simply a matter of filling your mind with positive thoughts on a daily basis. Before you know it, you'll develop the habit of thinking optimistically. People will know that when they speak to you, they will be uplifted. And you'll find that more and more good things "miraculously" happen to you. The person with a consistently positive outlook is a magnet for great things in life.

2. Consistency of honesty and integrity
There will always be opportunities to make a quick buck by misrepresenting the truth. The short-term gain is not worth the long-term damage.

We all think we're honest. But we often stretch the truth -- or fail to tell the customer the "whole" truth because he didn't ask a particular question. When you consistently provide the information that you'd like to have, you'll gain the trust of those around you.

"Like attracts like." Therefore, the more honest you are, the more honest the people who come into your life will be. Wouldn't you rather develop business and personal relationships with people of high integrity? It all starts with you.

3. Consistency of energy and vitality
How do you feel each day? Are you consistently full of energy, or are you sluggish? When it comes to attracting satisfying personal relationships, as well as persuading people to buy your products and services, nothing succeeds like energy. Healthy eating habits contribute to your energy level, and regular exercise is vital to your well-being. You need to get the blood flowing to reduce everyday tensions. However, one of the biggest energy boosts you'll get is doing work and hobbies that you love. If you find purpose, meaning and excitement in your work (and your other activities), you're going to feel better, look younger and have lots more energy.

4. Consistency of service
I'm going to assume you're offering a first-rate product. Are you also rendering consistently extraordinary service to your clients? In recent months, I've noticed that the obsession with growth (particularly among small businesses) has resulted in a sharp decline in the level of service. Companies that called you back within two hours don't get back to you now for two days -- if they get back to you at all. They're too busy chasing growth and larger clients to service the existing clients.

Professional And Personal Gains Of Consistency

The business climate is changing rapidly, and you are definitely allowed some "growing pains" and uncertainty. However, angry customers, annoyed with your company's lack of service, will always tell their friends and co-workers about their bad experiences. And bad word-of-mouth will block business from coming to you. If you can't service a particular group of clients any longer, tell them so, and part on good terms.

In the end, you're going to lose these customers anyway. If you're not servicing clients consistently and with expert care, take a moment to figure out what you need to do to get back on track. Maybe you need to delegate or outsource some tasks. Maybe you need to add more staff. Do whatever you have to do so clients are delighted with the service they receive from you.

If you look honestly at your own career and personal life, you'll probably find that you have a positive pattern in some of the areas listed above, but maybe not in all of them simultaneously. Consistency doesn't mean you give up fun and spontaneity. There's still plenty of opportunity to express yourself while maintaining consistency in the areas we discussed.

You want to get to the point where someone would describe you as a person who is consistently positive, honest, full of energy and who renders great service. When you're consistently firing on all of these cylinders, you'll have the foundation for a lifetime of professional and personal  success.

You can order Jeff Keller's book online today
To learn more about Jeff's Attitude Is Everything book, or to order your copy through the Attitude Is Everything site, click here: Attitude Is Everything.

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