When Patch Adams confronted the entire medical history and
conformity in regards to the treatment of terminal patients he was pondering some
questions such as:
·
Why are we so afraid of
death? What’s so wrong with it?
·
How come we are afraid to
get involved with the patient?
Took me quite a long time to accept the fact that I am a
sales person. For years I shied away from it and found creative ways to go
around it. An account manager, a relationship manager, client manager whatever,
anything but sales.
Why? Why is that world so scary for so many people out
there? Is it that image of a slimy, greasy looking person who would say
anything in order to get the sale? Is it the notion of a mercenary who will
work for anyone who pays more no matter what the cause is? Perhaps Arthur
Miller instilled a dreadful image in our minds as kids while reading “The death
of a salesman”.
Honestly I am not really sure about the answer but you all
know it’s there and it goes back a long way.
So I’ve gone through much sales training, different
methodologies and approaches. Each one taught me something and I embraced quite
a few lessons along the way. The one thing though that kept creeping in the
back of my mind were those same kinds of questions:
·
Why am I so afraid of the
sale? What’s so wrong with it?
·
How come I am so afraid of
getting involved with the customer? Getting to know them and open myself up.
Now those of you who know me know that I am generally a very
open guy and so it happened a few years ago…
It was after closing another deal. Been working on this deal
for almost 6 months. We walk back the customer and I from a celebratory lunch
and about to part ways. During lunch, just moments ago I shared some personal stories.
Nothing too deep but it included sharing pictures of loved ones and such. He shared
his kids’ pictures as well and it felt nice. For those few minutes we didn't
think about the sale, the commission, the implementation but just enjoying
getting to know the person in front of us.
So we are saying goodbye and I reach my hand out. He pauses for a second, looks
me in the eye, leans forward and gives me a big warm hug. Not one of those
tapping on your back hugs. Not one of these where one hand shakes and the other
hugs. Two hands, heart to heart hug. Something between a deep thank you and I
really appreciate you.
Needless to say there was no need to say anything. I hugged
him back, we both smiled at each other and I left.
Ever since that hug, we have become much closer. I know
things about him and his life and he knows about mine. We exchange gifts,
greeting cards etc. And yes, each time we meet…we hug.
I ask myself….what’s wrong with that?
Some colleagues urge me to keep the distance saying “keep it professional” and “what
happens if he decides to go to another vendor?” And I say…SO WHAT???
What if he
does? What’s so bad about that?
You see, I believe in being who you are. In opening up. What
you see is what you get and wearing your heart on your sleeve. I admit that
this way it will be harder for the customer to go to another vendor and if you
maintain the relationship as such, you will get a much deeper insight into the
customer’s world which will help you in the overall sale. But for me it is much
simpler than that – it is being a person. Getting to know another person.
Hopefully you believe in what you sell which will get you to even feel that you
are helping your customer. Worst case scenario you got to know another good
person.
And so along the years I am collecting customers. People. And
hugs. But recently, and a lot thanks to the type of greetings I received on my
birthday a few weeks back, I realized I am collecting friends.
Win – win!
So I decided to go on a crusade to change that positioning
of a sales person. It is time we embrace the title and go back to the root of
it. Where a sales person assists his/her customers and yes, develops
relationships. I urge you all to try it. Open up, get personal...be a sales
person.
Patch Adams claimed that if you treat the disease you may
win or you may lose but if you treat the patient, you will always win, no
matter what the consequences are.
I found myself last week opening up to a customer I just met.
Got me thinking – if I treat the sale I may win or I may lose, but if I treat
the relationship I will always win no matter if I do close the sale or not.
So call me the Patch Adams of sales if you want but here I
am, Alon Zaibert…a Sales Person who sells…well…relationships.
Bring it!