Sell to You, for You, and From You
Years ago on Good Morning America, two elderly gentlemen were interviewed. Their names were not widely known but their work was worldwide. Friz Freling and Chuck Jones created a world that lives on today. You’ve probably seen their names hundreds of times and unless you had instant name recognition, you are wondering who I am talking about.
Ever heard of Loony Tunes?
What I remember about this interview was that they were asked the question that many of us had on our minds:
“Did you write for children or adults?”
The two men looked at each other for a moment and then one responded, “Neither. We wrote for ourselves. The fact that other people found our work funny and entertaining was merely a coincidence.”
Monty Python had the same philosophy. They almost didn’t get their breakthrough movie, “Monty Python and the Holy Grail” produced because no financial backer would give them complete creative control. It wasn’t until Led Zeppelin and Pink Floyd stepped in to write the check before that classic could be made.
I tell you this because I think it’s important for you to sell as if you were the customer. Be the kind of salesperson that you would want to buy from. I would think/hope that would give you a target that you could hit.
How many follow-up calls would you want made on you before they became annoying?
What kind of communication style works on you?
And when you click with a sales rep, what is it about him/her that works?
Before any training program goes live, I ask myself if it is one that I think I would benefit from and if it’s in a format that I would use. If it doesn’t pass that test, it never sees the light of day and believe me, I have created programs that have never made it online for that reason.
Be your own salesperson. Picture the rep that you would buy from and use that as your guide.
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Bill Farquharson can be reached at (781) 934-7036 or firstname.lastname@example.org
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