You’ve started off the first quarter with a bang. Your very first 2011 proposal, one of the largest you’ve ever written, to a new client became a SALE! It was signed and faxed back to the office before you even returned from the final presentation. CONGRATULATIONS . . . and why the long face?
Whether you are interviewing for a sales job, or interviewing IN your new sales job with a potential client, there is frequently a sense of “routine”. We’ve done this before, well rehearsed, equipped and prepared. At times it can actually feel more like fun than work if you’re the creative one that knows the product and likes to talk! To quote a former mentor of mine: “It’s all fun and games ‘till somebody signs the contract!” At that time, it becomes real business. Both parties have legally agreed to a set relationship and fees.
Your feeling of nerves, impending doom, or simply “now what?” is normal. At least it’s as normal as it gets in professional sales. Many senior sales people spout pseudo-encouragements like “Ahh, you’ll get used to it. It’s all part of the game”. Talking with senior sales professionals always yields some useful techniques. I can also say that I’ve learned to take comments like “the game” with a grain of salt.
In 2011, the “old guys” at a large sales company have very likely been selling since the middle of the last century. Think about that. Some keep up, improve their technology and techniques, and remain the quota champs. Others hold a lot of experiential knowledge but don’t seem willing to share or apply it in a 21st century format.
Listen to all of them, but choose carefully which advice you take. This will become easier as you watch their performance, their numbers, and their attention to the client after the sale. Now (“Ms. Mid-twenties hot-shot”) you get to show them all how to make sales in THIS century. Here are some things to consider:
- There are many tried and true sales techniques, agreed. But the path, the presentations of the products, the company’s uniqueness and the individual customer service level of every successful sales rep is as unique as their own personality. Listen, watch, learn and cherry pick what you will apply to invent your own brand of sales.
- Realize that you have done a lot of learning already. You researched needs, deliverables, supply chain, and market value well enough to write a winning proposal. This means that you have a good idea what has to happen next. LEARN the intricacies, documentation and fussiness NOW. Make it all happen the way YOU promised. Get involved with this part, even if it’s not “traditional” in your office. It’s YOUR name the customer remembers, and trust is hard to fix AFTER it’s broken.
- About the “Mid-Twenties” crack. My closest associate is that age. Ryan has never lived in a home without a computer. USE that to your advantage to show “old guys” a whole new sales world online. Find the tools and use them. You will cover more ground with contacts before lunch on Monday than these guys did in a week of cold calls on the road. You may even become THEIR trainer.
- Make it happen the way you said it would!
Laws, rules, and signed contracts are everywhere in the sales world. The bond that most customers remember is the word of the salesperson. Stay involved after the sale and turn your personal word into gold!
K.B. Elliott is a Detroit area contributing writer for Nexxt. Having worked seats on both sides of the sales table for over 30 years gives unique perspective to the sales process and the varieties of successes to be had.
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