The Sales Force: Can’t love ’em, can’t live without ’em

Sales and movies are integral parts of my life.

Movies and salesMovies generally depict sales people as con-artists or eccentric executives with no feelings.

gordon gekko

To a more non-judgmental audience, we may come across as ‘yes boss’ type of individuals.

yes bossBut notwithstanding these bipolar opinions about us, we sales people are simply unstoppable professionals with a never-say-die attitude.

Why do we do it? For the Rush!

rushWe do it because we like to think of our job as a movie about a do-or-die mission.

argoAnd because we like to lead from the front, willing to do ourselves what we have asked others to do.

13 hoursYes we like being called ‘wolves’; after all there is no such thing as bad publicity, only bad decisions.

wolfWhen we begin thinking like smooth talking box-pushers, yeah, we may crack a deal or two. But then we might as well say goodbye to any repeat business.

phone boothKeeping clients happy isn’t always easy, but it’s worth it because happy clients mean repeat business. And that’s where 80% of business growth comes from. In the words of Thomas Paine, “the harder the conflict, the more glorious the triumph.”

happynessWe believe that People come into our lives for a reason, a season or a lifetime. It’s best to have a client for a lifetime so that we can help grow each other’s businesses; to lift the other when we’re down.

nashSo here are my tips on being great at what you do:

Be Relevant
Clients are constantly bombarded with information so it’s key to understand their business requirements and specific needs and focus on addressing them.

tarsBe the expert
Problem solving is critical in any growing business. Be the expert who can look into a client’s eyes and tell them what’s best for them.

moneyballBe ahead of the curve
Don’t ask clients what’s keeping them up at night, rather, find out what gets them out of bed every morning. By doing so, you are also reinforcing their purpose in the team. Rise above the obvious!

fight clubI could go on about the qualities of a great salesman, but I’d rather leave you with Yogi Berra’s words – “It ain’t over till it’s over.”

12 angry menIf you’re in sales (or if you’re one of my beloved clients) and share my love for movies, then let’s connect! Find me on Facebook or write to me on elstan.rebello@bcwebwise.com

Till then, A.B.C.!

glengarry glen ross