Sales People Welcomed
Years ago I went to the mailbox and found a box from a company in Baltimore called Victor Graphics. Inside was a brass pineapple and a letter from its president, Tom Hicks. Tom thanked me for the many articles he had read over the years with my name on them and said he felt compelled to send along a gift as a symbol of his appreciation. I’ll bet that was 10 years ago. The pineapple still sits on my desk.
This morning, I was on a conference call listening to a selling owner talk about being harassed by a receptionist who said, “Didn’t you see the ‘No Solicitors’ sign outside?” As soon as I heard this, I smiled and thought of Tom.
You see, last year Tom flew me to Baltimore for some possible consulting work. As I stood in the lobby waiting for him to come out, I read the following sign on the wall:
Sales People Welcomed
You will receive courteous attention here, for we are mindful that our own sales people are making calls every day, seeking interviews and business just as you are. We are glad to have you call, because it is an important part of our business to keep in touch with new developments and changes in products and services. Can you tell us something new…something we should know…or show us how your goods or services can help us do a better job?
We shall keep you waiting no longer than is necessary. While here, please feel free to avail yourself or our facilities and telephones.
Thank you for coming to see us.
Victor Graphics, Inc.
Isn’t that awesome? What a throwback to the good old days! Kudos to Tom and Victor Graphics for having that kind of policy. I believe (as my sales tip next week will state) that a good vendor is as important as a good customer. So does Victor Graphics, and I’d bet that every one of the sales reps that sells to them is grateful and shows that gratitude by knocking themselves out by delivering service that surpasses their promises. Further, I’d guess that other reps trip over themselves just to call Victor Graphics “customer.”
Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.