The Best Salesperson I Ever Met

The Best Salesperson I Ever Met

5. Responsive

Today in my own business, I get 2 to 3 unsolicited calls or messages from sales representatives each day. But if I buy something, I don’t get the same responsiveness when I call for the product to be shipped, supported or invoiced.  For most salespeople, being responsive is limited to the time before the contract is signed. It means getting the sale only.

My ideal salesperson returned every call I ever made to her without exception, even the “butt” calls from improperly handling my cell phone.  Since I have known her for over 20 years, we have moved from phone and email to text, phone and email.  She was responsive on all media.   She always knew how to reach me and I her.

6. Win-win

Over the course of 20 years, I had the privilege of negotiating countless contracts, new and renewal, with my sales representative.  In each of the situations, she was transparent, upfront and only interested in what would best serve both parties.  Often the lawyers would get in the way.

I remember one Friday afternoon in May when a 4-hour conversation between lawyers on both sides meant that both of us would not spend time with our families that evening.  But throughout that entire conversation, she was even, assertive where she needed to be and open to all suggestions that would move the negotiation along.  She represented her side and mine extremely well.  I always felt that we had negotiated in the best of environments when she was on the other side.

And, here’s the other story.  I know that it was often not easy for her to support the policies or contracts of the organizations for which she worked.  But she never disparaged them or the people she worked with.  She was as loyal to them as she was to me.

Takeaway:

A few months ago, a large online retailer called seeking a recommendation for this salesperson.  I was so happy to be able to tell them that they would be the luckiest company in America to get her.  She got the job and today is helping that company realize just how valuable a great salesperson is.

As you go about your daily work and encounter men and women who offer product descriptions for sale and have identified you as THE target market, be skeptical.  Use this measuring stick of attributes to determine if you have the ideal salesperson – connected, honest, anticipatory, respectful, responsive and win-win.

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