Best salesperson..er..isn’t?

One of the best salespeople I know…isn’t actually a salesperson. She‘s an EA.

 

I had the privilege of meeting her on the phone late last year when she was pretty sure that the company she worked for was about to roll out a bunch of new redundancies and this time, she thought she’d probably be one of them.

She asked me about a job initially, and then she had an idea.

She’d always wanted to start her own virtual assistant service: more flexibility, more variety and less travel time on the city commute. So she made a plan: if she still had a job, her plan could swing into action down the track. If she didn’t, she’d action it!

While she came to me to bounce around ideas about her business, it’s I who has gained so much in the process.   So much sales theory has been validated through this woman than I ever thought possible. She sells instinctively. It’s not deliberate. And that’s what makes it powerful.

Here are some lessons about sales from an EA:

  1. Start your business with an established source of prospective clients (um, yes: she knew where they were, what they valued and how to access them before she got a logo or a business card. Yep: I was impressed!)
  2. Add value to the people you want as clients way before any money changes hands so they already think of you as someone they trust and want to find a way to work with you (she remembered appointments I’d mentioned in passing that I’d even forgotten about)
  3. Do something special for your connections to let them know you’re top of mind (she put a card and gift in the mail when she knew I had a funeral to go to)
  4. Celebrate your wins with others (she rings about her successes and things she’s proud of) which makes me feel like part of her team
  5. Keep your sights on your goal, even when returning to the comfort of a “job” is ever present. Her energy got her a 3 year deal with a new client as it radiates out of her.

I’ve told her this, and as she reads my stuff she calls me her “raving fan”. I am!

She knows who she is, and she’s probably reading this (at least I hope so). I’ve even started working with her and wondered what life might have been like had I known her 5 years ago!! But I know her now and she’s an important part of my team.

 

So, thank you EA supergirl. Thank you for the inspiration and confirmation.

 

 

 

View our other posts

Is Customer Service Selling?

Being of service, creating an engaging customer experience, listening to understand, delivering a solution the customer values…Customer Service or Selling? The difference is the immediacy of revenue.Sales is measured by revenue created as a direct result of sales...

Dealing with Decision Inertia

First it was “Before Xmas”; then, “In the New Year”.  Now it’s “After Easter”….Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign off. Why?It’s not like Xmas, New Year or...

Can I take your order?

No I’m not talking about cafes here.I’m talking about how easy it is for salespeople to fool themselves into thinking that “doing only what the client requested” is selling.  Neither is selling a recital of menu items for the customer to choose from.We’ve got to do...

R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  Early 1990’s.  Times, when most businesses cut back on recruitment and cost wherever they could and made,...

Sales at any cost?

KPI’s.  KRA’s.  Performance Targets.  Commissions.  Bonuses. When my clients tell me they want their customers to be blown away by the experience, I ask to see the performance measures against which their sales team is evaluated.It’s usually sales, sales...

R is for Retail. R is also for…..

Recent announcements of the government’s definition of Australia being in a recession caused me to cast my mind way, way back to the “recession we had to have”.  ”.  Early 1990’s.  Times when most businesses cut back on recruitment and cost wherever they could and...

Pick up the phone!

The fastest and most effective way to connect with another human being is through conversation…ideally in person That’s because we’re wired for connection, and when we’re engaged in conversation with another person our brain’s mirror neurons are firing.Subconsciously,...

Do you show up to give or get?

To be truly great at selling is to see it as more than a transaction. It’s a calling.  Think that’s a bit rich?  Well I can only speak from my own truth.  I love it, and I’m sharing with you why I love it.You see, when we think of salespeople, images of white shoes,...

Telling isn’t selling so STOP doing it!

Everyone knows how to have a conversation, right?  Every time we make a compromise to ourselves, we diminish something within us. We cheat our higher selves.Because it’s never really about being our best for other people (although other people will of course benefit...

My sales team is driving me crazy!

“Why can’t they just do what I’m asking?”  “Why aren’t they increasing their activity levels?”  “I’m just asking them to do what’s in their position description – if they did that they’d hit their targets!!” I hear these comments all the time.  But telling these sales...