I had an advantage when I started in sales. I had never really decided what I wanted to be when I grew up. While some people who start in sales feel as if they’ve found themselves in a place they never wanted to be. I viewed it as I do a lot of things. I can just try.
When I heard what they wanted me to do, this is how I looked at it. I had always thought it might be neat to be an attorney. I decided the company I worked for needed me to go out and find justice for their product and services. Let’s face it some things just need a voice. Some things need to be understood.
Sure company I worked for had ordered lots of pretty glossy brochures. Each brochure had a list of features several rows long on the back of the sheet. The pictures were pretty, but they could often leave more questions. Marketing was doing a good job. But, there was something missing. The potential clients all had similar questions. The picture shows all the accessories. Does the price include all those? Do I need all those? Oh, and some other guy was here last week. He left some pretty pictures too. What’s different about yours?
I knew my products and services had some advantages. How did I know? It required some research. I heard the existing customers’ feedback. I asked the customers of our competitors’ likes and dislikes with their current situation.
When I took the job. I didn’t take anyone’s word for it. Time was spent doing research. I heard the voices, and I saw the problems. I knew what would happen if a tiny machine was put in to save money, but the volume was too much. It would give up the ghost. Money wasted not saved.
I took it own as my mission to be an advocate for my products and services. The company hired me to do what a defense attorney would do. I had to gather evidence of why my product was the best choice, the innocent one. I had to prove without a shadow of a doubt my product and service were worth the money. If there were choices, it was the best choice. If my competitor was misleading or lying. I needed to find a way for that to come out naturally through how I was presenting it. It couldn’t be a story of he said, she said. You could win a few like that. But, you couldn’t be a top performer and represent your product or service in a way it deserved.
No matter what I have represented. There are some things that are universal. They have strengths when put in the right position. I look at the situation as a whole and I want what is best for all involved. I still believe in one big happy family. My products, services, and customers. We all need each other to thrive.
That may be one of the reasons I love coaching others with products or services. I get so excited when I see the strengths. I get excited to say let me help you give that a voice.
