Truth be told, there is more to sales than looking good (just ask George). What do our clients want? They want to deal with an ethical individual who they trust. Relationship is ‘king,’ simply because you want to feel good about those with whom you are dealing. You don’t expect to get taken advantage by your ‘friend.’ Part of being that kind of ‘friend,’ is the willingness of the sales person to deliver ‘bad news’ early, so the client has time to react. So much hesitation in the sales process comes because we are afraid to deliver news we know our clients might not like. However, the best relationships are founded on trust, even if that trust means telling a client something they don’t want to hear. So, let’s learn from George about how to be a great sales person – Just do the opposite of what George would do:
- “The Sea Was Angry That Day, My Friends” – To get a girl, George lied about his profession as a Marine Biologist. As George found out, it is not smart to lie about ones state in life, as one day, you might be called upon to prove it. In the sales process, ‘blowing up” your teams capabilities might get the client to sign the deal, but if you cannot back up the claim, it will do much greater harm in the end.
- The Chocolate Éclair Affair – Respect those around you. You can’t push people out of the way to get what you want, somehow you are always exposed.
- “My Name is George, I’m Unemployed and I Live With My Parents” – No client could argue that there is something attractive about a salesperson who is totally honest. What more could they ask for than someone willing to share the good, the bad and sometimes, the ugly.
- “It’s Not You, It’s Me” – Even when a girl was trying to break up with George, he made it all about him. Your clients aren’t always interested in you talking about you. They want to know you are listening to their needs, and will deliver what they requested.
- “You’re BALD, George” – As a salesperson, sometimes you have to be willing to own up to your short comings, and make the appropriate mea culpa.
Who would have thought that a balding, middle-aged man who lives with his parents would offer such insightful hints regarding how to be a great sales person. So, the next time you interact with a client, or potential client, just remember WWGD (What Would George Do), and do the opposite.