Clout is your ability to be more successful by knowing how to get other people to achieve things with you. How to Get More Clout shows you a simple 6-step way to have conversations that get more done. You can use any of the steps to achieve more right away or use all six together to turbocharge your impact with colleagues and customers.
What’s the most vital way for you to spend time in a sales role?
If you said, ‘being face-to-face with my customers,’ you are right.
But a better, more effective answer is, ‘influencing my customers when I meet with them.’ Everything else you do, from territory and account planning through to product knowledge and training, merely prepares you for the main event – the face to face customer conversation. The influence you have on your customers and stakeholders is the most valuable currency you have. That currency is called clout.
What does it take to be brilliant at having clout? We communicate all the time, so why do we fail at it so often? It’s not a matter of being the smartest – there are plenty of smart people who find it challenging to understand a customer’s point of view. Neither is it knowledge – there are lots of people who know everything about a product or service, except how to explain it to you. It’s the difference between IQ, which is being smart with things, and EQ, which is being smart with people.