First of all sales does not change, its the same old dating game, some buy your products/services others don't buy!
But don't bump into me and expect me to drop everything and listen to
you especially when you are selling a service! God forbid I may just
whisk you out of my office like an intruding idle and disorderly person!
When I was a pure sales man, I heard to
carry out research on my target right from character, temperament,
schedules to likes and dislikes, I carried out research on the capacity
of the organization to buy my service.
I booked the decision
makers time and ensured that it was mine, then I went in with well
researched and clearly presented information appealing to his her needs
to either reduce costs of operations or increase incomes or ensure
sustainability.
I did not take his/her audience for grunted, it
was a matter of life or death, I had to make the next dime to pay my
rent, or fuel my jalopy, or even take my girlfriend out, worse still to
save my job, because it was always on the line!
We called it
living on the edge every new day was a day to go to the battlefield what
ever happened – I don’t see such people anymore!
I had to take
control follow up the meeting with a proposal, adjustments, rally all
stakeholders into the agreement and manage the entire team including the
boss to ensure the service was delivered.
These days chaps
come waltzing into my office and they are selling big products like
insurance, internet connectivity among others unfortunately there is no
more money for someone to sit and block the way for me.
I feel sorry for these hombres they need to sharpen their skills!!!
