Doing It Right

• By: Alicia Dale
• On: 05/18/2009 11:19:57
• In: Sales Management
• Comments:

Earlier this month I talked about ‘earning the right’ in a sales process. Recently, I was at an event where I met a salesman who did exactly that. A person with solid sales skills just warms my new business development heart, so I had to share the story with you.

I joined a sailing club. Since I’m a small business owner I spend a good amount of time working. When I’m working I’m totally devoted and committed to what I’m doing. 100% of my time and attention is focused on my goal. My time off is my time off.

I was really looking forward to sailing. When I’m out socially I am very vague about my business. I’m not there to sell. I’m there to connect with people and have a good time. I’m in my figurative fuzzy slippers.

The captain of the sail boat and the organizer of the event is a broker for marketing services. Hmmm we made the connection pretty quickly that there were business synergies. We did NOT however talk about it on the boat. We talked about sailing, connections, the food we’d have later, the trips he’d been on in the past, the great people that were in the group and enjoyed Chicago’s exquisite skyline in the spring. Our crew consisted of an IT professional, marketing pro, a helicopter pilot, and a high level manager at American Airlines. No one was exchanging business cards. What a relief.

A week or so later, I received a Linked in Connection from the marketing services broker.   I thought ‘this guy gets it’. We’ve since connected and formally established our mutual synergies. I look forward to doing business with this man for a long, long time.