What's The Product?

In my previous post we explored the validity and relevance of the Price/Service/Quality triangle in our current environment.  I had the benefit of being tutored by a number of veteran sales guys as I was coming up in the industry.

I learned a tremendous amount about the value of  relationships from these guys and the importance of the little details. Simple things like knowing clients birthdays, family members names and ages and what they like to do outside of work are the building blocks of strong relationships.  All things being equal, you will always buy from a friend.

Technology has made it easier to get to know each other without even really having to work that hard at it.  With a CRM to keep track of our lives, and much of the world voluntarily broadcasting their intimate details on Social Media Sites like Twitter, LinkedIn,  and Facebook there is an overflowing vault of personal information available to us.

And it is a two way street; there has never been an easier platform for building your own personal brand and showing the world how creative, funny, passionate you are and about what you do. What used to be called "Shameless Self Promotion", is now just your "Online Presence".

Whenever I hear people complaining that nobody answers their phone anymore, or romancing about the good 'ole days when deals were done over lunch and a handshake I cringe.  These were the same curmudgeons that proclaimed "you can't fax a handshake".  Do I  sometimes daydream that I am Roger Sterling from Mad Men sucking back Martinis and Oysters Rockefeller over a 4 hour lunch?  Of course, that is like Sales Porn...but the reality is that most people don't have the time to do business like that anymore, and even fewer  have couches in their offices to nap on after lunch.

Sorry...Off on a tangent again....

The point of course, is that successful sales people understand the value of building and harnessing relationships and creating a personal brand. The tools and forums may change, but these keys to success won't.

This might sound odd coming from a guy who has made his living selling Promotional Products, but the actual product has very little to do with being successful in sales.  A truly great product sells itself....

If there is one tip I can pass on to those just getting started in a sales career it is this: Spend less time chasing the hottest, newest, coolest item to push, and more time learning about your customers and their needs.

Interesting....I have suddenly become the grizzled veteran sales guy dispensing advice whether you want it or not...On the plus side, at least I have my own blog : )