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A Compliment

I was training one of my callers on a new program. We are helping to increase attendance for seminar that a consultant is holding. His target is companies that do not have performance management systems in place.

I was explaining to my caller that the Consultant wanted to use his own staff to call. I talked him out of it. Calling is a special skill. While I wouldve trained his employees, they wouldve never achieved the results our callers would achieve. They’re not dedicated callers and their skill set would not mirror our professional callers after a few hours of training. My caller replied, “Wow, Alicia, you should be in sales.”

The compliment to me is that my caller doesnt realize that I –am– in sales. My style is to listen to the prospect and then collaborate on the best decision possible. The best decision often includes one of my products or services. Im not selling or manipulating them. Were coming to a joint conclusion. If I provide the product or service, I make a fair profit. The prospect understands that. Neither party feels exploited. This process makes my work fun. When its done well, it seems effortless. I was feeling pretty good the day Karen recommended I go into sales.

May 6, 2012 - Posted by Alicia Dale | Lead Management and CRM