Relationships Can Take You Further Than Presentations, Sales Numbers and other selling activities

As I am training for my new position,  I am riding along with some seasoned sales reps in their territories.  It is amazing when I see see over and over again that the clients who have a strong relationship with their sales rep do the strongest amount of sales impact than presentations and training and all of those other sales activities that many of us sales rep focus on.  It is important to convey information but just showing up and sharing info is not effective.  It how the info is shared and how you first relate to the people you are trying to convey to.

First is the status of the relationship.  How well are you trusted and how often are you in their lives.  I witnessed today some very strong relationships that a sales rep has developed over time.  What happened when he stepped in was excitement and their full attention.  He had their attention and not because of new product or new information, it was because he cared for each of those people and was asking what all was going on in their lives as well as what was going in in his.  It was pretty incredible.  They were talking about their lives: Changes, updates and new info going on in and out of the workplace.  Then gradually sharing the info he is there to share with their full attention.  They are clear of distractions, fully engages into what he had to say and it hits home.  It was very effective way to share the info in many of his partners.

Second, in that relationship, he also becomes a partner.  If a customer is in need of attention, he greets the customer and the attention is diverted to the customer rather than himself.  He will also sit down and design, consult, qualify, and guide the customer to take care of their needs.

It was a pleasure and privilege to watch a pro at work and know that some of the ideas and thoughts how I would approach selling and relationship situations is a healthy and prosperous way to build a sales territory to a successful and vibrant producer.  

Starting My New Sales Position on the Right Foot

I am mainly creating this blog for myself to keep a history and log of what I have learned and will learn in my industry, career, contacts and relationships.  In case someone reads this, I guess a little history in needed.  I have recently started a new position as a Cabinet Sales Representative for a highly respected Sales Organization who I have wanted to be apart of for years.  In 2004 - 2008 I was a kitchen designer in a well known Home Center whose main color was orange.  I had 4 years of remodeling background from selling, estimating and slaving at a small remodeling start-up firm in Kansas City.  It was fun and exciting working in the remodeling world.  Our main line offering was a bathroom remodel in a day. It was an acrylic overlay system that included a wall system, tub and the plumbing service for a new shower faucet.  We were selling like crazy, four salesman and staff crammed in a small 4 room office right off the railroad tracks.  As the company grew and moved to new offices, our culture and focus changed and sales was no longer a key part of the business model. I felt it was time to make a change and the Home Center Kitchen Design position came about and after some surprising negotiating I accepted a nice offer and went to work.  

That is where I met a a great friend, Steve, my senior designer who eventually figured I was going to survive the stress and strain and started showing me some successful methods in becoming a successful designer and better person.  What I did not realize is that I was dealing personally with some inner anger and Steve helped me since it was a place he had been in his younger years.  Steve was approaching his retirement within ten years and was married to his second wife, a wonderful sweet woman who was a light in the room when she would come visit him at work.  He realized how blessed he was to have her and their 10 year old son.  Steve had a background of anger, drinking and bad judgments that cost him his first family.  He never directly shared that he himself in me but looking back I cannot help to think that he was gradually saving me from my own anger.   My anger stemmed from a childhood where I lost my parents at a young age and had no real healthy way to release or deal with my inner feelings and grief.  I thank him for pouring into me scripture, prayers and stories he shared with me as we worked together.  We have vaguely kept in touch through random phone calls and we update each other on our lives.  At this point, I know he is in a small town way north of where we used to work together.  He is still a kitchen designer but I hear from some other sales reps and vendors that his health is beginning to decline.  I have attempt to stop by and visit his workplace when I travel through since it is on the way when I travel to visit family.  I always seem to miss him.  I hope I get to see him soon. 

After working for a countertop fabricator for four years, I was open to a new job since that countertop company laid me off in December of last year.  It happen to be perfect timing since it was the holidays and, Thanks to Dave Ramsey, I had an emergency fund in place along with my wife who was working and with some budget cuts, could cover expenses as I job hunted.  Within 5 weeks I was working again thanks to Jesus and Iowa's low unemployment rate.  My resume was posted and my new company found me and asked if I was interested.  I could not say "YES" quick enough or loud enough.  I was excited to start this new venture as well as bring along what I have learned and open to learning more to be the Best Sales Representative I Can Be!