Who is your Darth Vader?

Sales is about winning and defeating your competition. No doubt most prospective clients love their current vendor and they are not interested in talking to a new prospective vendor.

It is funny in my specific industry how many times Directors of IT, CIO's, CTO's, CFO's, and COO's dont want to have an hour long meeting to discuss how there business is effected by the different layers of technology.

Darth Vader is your arch nemesis, he was Luke Skwalkers biggest threat. The cool thing is Luke overpowered Darth Vader with skill and will! I know who my Darth Vader is and I know how to win - it is finding the workflow issues within your business which requires skill and will....

I recently engaged with a large company in Portland and asked one question; "How does your current technology vendor help you with Profit Enhancement?" The Controller about fell out of his chair. He said: "You sell copiers?" I said nope. I enhance your profit through workflow solutions. So I began to break down the layers of operations, application, and infrastructure through discovery questions once that was done I qualified the answers with more questions. At the end I found out the have a huge gape in HR and processing benefits and workers compensation claims (short term disabilities).

Now I work with my Engineers and Solution Partners to develop the right workflow solution for them to engage with.

Please give me a chance to sit down for 30 minutes and explain how I work. I promise you will walk away with a real sense of what I do.

To all my fellow sales representatives, make sure you know how to defeat your Darth Vader.

Cheers,

Hoss