Who is the most important salesperson of all?

 

 

"A person who is nice to you but rude to the waiter is not a nice person. (This rule never fails.)" - from Swanson's Unwritten Rules of Management.

Growth comes in seeing possibilities beyond the immediate circumstances.

 

Story Line:

The best salesperson I have known once told me, "In sales, getting inside the customer's door is half the job."

Businesses spend sizable amounts of money in marketing, advertising, promotion, events and travel just to get inside the customer's doors. Only after that, they can talk about the merits of their products or services, make a sale, and then deliver performance that can eventually establish the brand image. (Good Will)

Now think about a situation where many potential customers are knocking on your door every day, without you having to spend the money.  For a business, this sounds like a field of dreams. ("Wait, he is on to something.")

This happens when suppliers, job applicants and many other visitors come to your company's doors. Though they come knocking on your door for an opportunity to get your business or a job, you also have a golden opportunity to make a lasting impression about your brand. Negotiate hard, interview tough, but ultimately how you treat them as people and how you carry yourself as the representative for your company makes the difference in winning the hearts and minds of potential customers everyday.

Now a salesperson would say, "This is what dreams are made of. Is this heaven?"

In a nut shell;     

Cup of Coffee and Doughnuts             $2.00
Common courtesy                               A smile and a warm handshake
Good Will                                            Priceless

For everything else? (nope, not what you think)

It is: Yours and Your Company's Brand Image

  

Reflections:

Look at your job as much broader than as described in your job description.

Imagine: “I am the CEO of what I am responsible at work.”

Anytime you are dealing with any person, it is your opportunity to build relationships and good will.

You are not only enhancing the brand image of your employer but you are also building or enhancing your own brand.

Comments

[TFTD]

A person who is nice to a customer but not to a supplier is???

[Lee]

Hmm!. this is a different way of looking at relationships.

[NJ]

Anyone treats people differently needs a multi-core mind while the one treats everyone the same just need a single core mind, leaving other cores to do something else.

[MN]

This is a fresh perspective. If I remember this, I will never negotiate my supplier to the ground- "thinking- I am doing it for my company l"
I would think twice before saying harsh things to a 16 year old who is "acting up"- because I will remember that I have a parental image to build and keep.

On the flip side- A sales person should be genuine. The attitude of "doing what it takes" to get a foot in the door , should not encourage non sincerety. Trust is paramount to any relationship. So if you have trust, you can get away with saying a thing or two that is not "nice". So- Genuine? Nice? or genuinely nice with a pinch of being mean ?:)