I'm the TOP Producer!

This past week I spent 4 days at an entrepreneurial and sales conference in Las Vegas. I wasn't alone! Over 9000 people came out for the event and the learning and networking ensued. As always at these events you find what's for you. There is always gold in the content if you keep your mind open. Would I return? That's a story for another day.

During one of the breaks my colleague and I were in one of the lounges grabbing a water and meeting some of our fellow attendees. While we were there a gentleman came up to us seemingly to do some networking. He was well dressed, well groomed and walked with confidence. He had a name tag on from the organization so it was quickly apparent, this guy was not here to network, he was here to SELL!

He walked up to my friend and I and opened with "Hi - I'm XXX and I'm the top producer in the company!" My first thought was "who cares!" What kind of opening is that? Were we supposed to be impressed and throw our credit cards at him? Or pose for a selfie? He then proceeds to ask us if we were customers on the educational platform of the group? We confirmed that we were. Without asking anything about how we liked it, what value we were gaining from it etc - he said "That's great. Enjoy the conference" - and he walked away!

In that moment it became clear and unclear as to how this slick fella was the TOP PRODUCER. Clear because he had one purpose- make a big sale. He heard we were customers and it was on to the next. Unclear because he missed a prime opportunity to find out why we were there and to sell us something else that would provide value. I'm not talking about pitching us on a book or some swag but what about one of the other events, the masterminds on and on? They had Sales Boot Camps selling for over $10k and he didn't even mention it! We have 7 sales people. That's potentially $70K he didn't even care about.

Every organization is different but it became clear to me that this particular one is far less about the relationship than the next sale. It may work for them and by the attendance at the event it clearly does. As for me and my company - no thanks! We value the relationship. First of all we are here to HELP. We are not transactional, we are by your side for the long haul. It's really important to us that you are getting value from our products - that's why we created them! Additionally I know that if I can help you win once, we can continue winning together and that's the type of business I want to be in!

I'm fortunate to truly have the TOP PRODUCER on my team. Many of you have met him. His name is MIKE. Anyone who meet's Mike is instantly drawn to him. His secret - presence! When you are talking to him - you are the ONLY person in the room. He is in with you 100% and when you leave the conversation - whether you did business or not - you feel great. Guess what - most times you end up doing the business! He cares.

As I said above every organization is different but I'd much rather sit atop a company that treats people like Mike does as opposed to that other guy. That is a part of our culture here and I'm fortunate that my entire team shares the same values! As the saying goes - people will often forget what you said or did but they will NEVER forget how you made them feel. The secret - BE LIKE MIKE! The business will follow.