I always say that I’m not a sales person but, let’s face it, everyone is selling something. More often than not, it’s myself that I’m selling. While I don’t consider myself a sales person, I think I can spot a good one pretty easily.

My dad was in sales my whole life. When I decided to start a business in the late 90s selling Pampered Chef, I asked him for advice. He told me selling is all about helping people. You listen to them, find out what they need and then see how you can, in your realm,help them solve their problem.

Great advice from dear old dad!

David has been working on a business plan for a couple of months now. He’s now to the point where he is working on the financials. Last night, he sent out an email for a quote on some part of his plan. It’s a quote for a LARGE amount of materials.

The phone has been ringing off the hook all morning with people responding to his email and asking for clarification and more information.

The last two calls went something like this.

A guy calls from a company in Michigan. He cannot believe that David needs a quote for this large amount of materials. David explains why he needs what he’s asking for and the guy laughs. Yes, he laughs! And says, “What are you building? A city?” David repeats again what he needs and what he needs it for and the guy laughs again. The conversation goes on in this vein and David repeats himself several more times while the incredulous “sales person” on the other end of the line continues to laugh in disbelief.

Then the phone rang and a lady was on the other end. I didn’t catch where she was from but she had a nice, southern accent. She asked for clarification, she listened  asked more questions and told David how if she did things in this certain way, she’d be able to get him better pricing. She was friendly, and helpful and concerned with him getting the best purchase opportunity possible.

After he hung up the phone. I told him, “You are doing business with her and not that last guy. She truly wants to help you.”

In listening to the two calls, I was able to pick out the better salesperson. The one who listened, found out exactly what David needs, and tried to help him. Just like dad said.