RIP - The Salesman!

A salesman has always been a mystery to people, even when I was doing my MBA, the very idea of a career in Sales repulsed most on campus. I distinctly remember the look my dad gave me when I told him that I was leaving the coveted MD's office (aka founders team, Chief of Staff ..etc) and taking up a sales role in my first company. For a Uniformed Soldier, it was the pits....over a drink he told me one day that I should do something more respectful ;) 

With a hope that my kids respect me even after they grow up, few musings on couple of decades gone by Selling 

Be true - Avoid gray, either you have the answer or you need time to come back. Your genuineness will reflect from your face, body language, and demeanor. The moment you step away from the truth, you are acting. Acting is appreciated in theaters, not in real life. If you want to truly connect with your customers, be true! 

Never work for money - Never have a ticker in your mind counting every dollar falling into your kitty per closure. Very early in my career, one of my largest wins was attributed to a colleague of mine post closure. Though I was paid for that deal, fact that the hurt still remains tells a thousand stories about what should drive you. For me, it's always about climbing a mountain which was deemed too hard to climb by everyone before me. Take my word for it …..It's true that money takes care of itself:) 

It's always more than your products and services - These are lessons which you learn the hard way. You transition from a shoddy sales man to someone whom your prospect/customer enjoy talking to. Hence I oft repeat, you are the story you tell. Your customer or the prospect has to find your story interesting only then will he take out time from his ultra busy schedule and will open up and share his true perspective. You will never get to his side of the story while pitching your product. Hence the need to read (a lot!!) and prepare for the customer's context. 

It's never about you! - Though eulogized, a Lone wolf almost never survives. In sales (especially B2B) it's always about getting the organization behind you. That's why I keep telling my team that they need to prepare two compelling narrations for every opportunity they chase. One to excite the internal team and the other to excite the prospect. In the world where the buyer is as much informed as you, it's you (& your organizations) ability to meet his unique requirement which will make the difference. 

A contra thought (ABC) - When the entire organization is talking niceties, you are the custodian of the timeline. Always insist on dates important to the discussion on the table (aka closure). Sales will not happen one fine morning when organizations run out of talking points. In my 2 decades in sales, customers appreciate you only if you respect your and his time. My line is "Can I understand dates which are important to you so that I can align resources at my end accordingly”. Invariably prospect/customer who is being creative and doesn't have any concrete plans ahead will fumble on the answer. 

It's the small things that matter! Briefing notes before the meeting, looking the customer in the eye and having a genuine conversation, thank you note after the meeting, immaculate preparation and genuine follow up on deliverables agreed in the meeting, give a message to the customer that you value him. Systematically moving one step at a time is what lands you that deal, dump all the literature which talks about tricks & gimmicks and do the small things and you will see magic happen. 

Recently, I was reading “ To sell is human” by Daniel Pink. The book is a compelling read but he lost me when he asked a sales guy to attempt mimicking the customer...god I feel some time sales guys shouldn't be demeaned that way. 

I sincerely hope that the world finds a way so that we can truly lay a sales man to rest so that people (or may be AI) with higher capabilities can enjoy unrestricted access to a customers perspective ....till then will hope for some sanity and few shreds of decency for the last standing Sales man.....

Cheers Sid