BUTTERFLIES, BULLDOGS AND A STRANGE SALESMAN
I have sold the following in the past:
• Soap
• Christmas gift items for children
• A device for optimizing fuel consumption
• Nylons
• Software
• Internet services
• My writing services
• My consulting services
• An online directory
Most of the products were sold offline – face to face with prospects.
Meeting people face to face can be a tad intimidating, but enriching, too. At a point, you may even enjoy it. No boring routine. Every day is different. Some prospects are from hell, and some, from heaven. And, you need tenacity. But, you’d stop complaining when your wallet starts getting obese.
So, I know a few things about selling. But, do you know the strange thing? I will continue studying it…so I can get better. We are all salesmen. You may not have a product/service you’re selling. You may be selling your ideas. You may need to persuade your boss, mistress, or the crazy neighbor next door.
Just think about it.
When I was selling Nylons, some of my friends (we’re all university graduates) mocked me – I had this delicate and refined look – they thought I won’t be able to sell. They thought I won’t survive in the real world, because I’m actually more comfortable when I am in my conceptual cocoon – wrapped up in some intellectual work. I am at home in a room filled with books. But I did survive. I even thrived: I started making money soon after we started, and then got a ‘better’ gig.
Did you notice that I am not really serious about the better gig, part? Why?
Marketing and sales are one of the most critical drivers of growth in any business. You ignore it at your peril. If your business is not making enough, you may need to check if your marketing is effective.
Yesterday, I ‘met’ a strange salesman. I think he is a cautionary model.
He contacted me, and asked if I’d be interested in selling a product. I’ don’t want to mention the product. It’s legit and used by millions, or, even billions of people. Some people assume that everyone is motivated by the possibility of making a lot of money...no matter what the product is! But, I was not interested. I have my own plans. I have my own dreams. It’d be foolish to jump at every opportunity. He said I’d make 70%. Who cares!
When I politely told him I was not interested, he subtly implied that I was being ignorant! I smiled. What kind of salesman is this! He never reflected on the reality that our paths may cross again.
He was making a mistake made by mediocre salespeople: There was no attempt to understand the prospect (me), there was no attempt to bond. There was no proactive effort to become a friend before making a sale. If he had done that, perhaps I would have helped him recruit the kind of people who would love to be a part of his business.
He wanted the result in a jiffy. He’s going to attract those who will rush in because of the 70%...and then ditch him, when something more promising comes along. He’s going to attract butterflies…not tenacious bulldogs.
One of the simplest lessons that great salespeople know, is that it is not about you. It is about the other. It’s about calmly and wisely persuading your prospect about how your product/service will enrich her.
It’s not about you.
Please kindly share your thoughts on the best strategies we can employ, when we 'meet' prospects, for the first time, whether online or offline.
Thanks.
The Knight from Camelot
• Soap
• Christmas gift items for children
• A device for optimizing fuel consumption
• Nylons
• Software
• Internet services
• My writing services
• My consulting services
• An online directory
Most of the products were sold offline – face to face with prospects.
Meeting people face to face can be a tad intimidating, but enriching, too. At a point, you may even enjoy it. No boring routine. Every day is different. Some prospects are from hell, and some, from heaven. And, you need tenacity. But, you’d stop complaining when your wallet starts getting obese.
So, I know a few things about selling. But, do you know the strange thing? I will continue studying it…so I can get better. We are all salesmen. You may not have a product/service you’re selling. You may be selling your ideas. You may need to persuade your boss, mistress, or the crazy neighbor next door.
Just think about it.
When I was selling Nylons, some of my friends (we’re all university graduates) mocked me – I had this delicate and refined look – they thought I won’t be able to sell. They thought I won’t survive in the real world, because I’m actually more comfortable when I am in my conceptual cocoon – wrapped up in some intellectual work. I am at home in a room filled with books. But I did survive. I even thrived: I started making money soon after we started, and then got a ‘better’ gig.
Did you notice that I am not really serious about the better gig, part? Why?
Marketing and sales are one of the most critical drivers of growth in any business. You ignore it at your peril. If your business is not making enough, you may need to check if your marketing is effective.
Yesterday, I ‘met’ a strange salesman. I think he is a cautionary model.
He contacted me, and asked if I’d be interested in selling a product. I’ don’t want to mention the product. It’s legit and used by millions, or, even billions of people. Some people assume that everyone is motivated by the possibility of making a lot of money...no matter what the product is! But, I was not interested. I have my own plans. I have my own dreams. It’d be foolish to jump at every opportunity. He said I’d make 70%. Who cares!
When I politely told him I was not interested, he subtly implied that I was being ignorant! I smiled. What kind of salesman is this! He never reflected on the reality that our paths may cross again.
He was making a mistake made by mediocre salespeople: There was no attempt to understand the prospect (me), there was no attempt to bond. There was no proactive effort to become a friend before making a sale. If he had done that, perhaps I would have helped him recruit the kind of people who would love to be a part of his business.
He wanted the result in a jiffy. He’s going to attract those who will rush in because of the 70%...and then ditch him, when something more promising comes along. He’s going to attract butterflies…not tenacious bulldogs.
One of the simplest lessons that great salespeople know, is that it is not about you. It is about the other. It’s about calmly and wisely persuading your prospect about how your product/service will enrich her.
It’s not about you.
Please kindly share your thoughts on the best strategies we can employ, when we 'meet' prospects, for the first time, whether online or offline.
Thanks.
The Knight from Camelot
