I did more than survive my first week of making sales calls, I flourished. I believe there is something to be said about finally feeling in your element; I have been given the opportunity to do what I always wanted.
Shadowing different experienced sales representatives from The Hope Group as well as from Parker, I have been exposed to many different sales styles. Learning something different from each person it has become apparent that while I can take bits and pieces from each person, developing and becoming comfortable with my own personal style was quickly becoming a must.
Could I be the sales person with all the product knowledge, and be able to spit part numbers off the top my head? Wait, do I remember the difference between an FTX and a CTX? Would I be the sales person who asks all the right questions the first time? Hold on, did I forget to ask what the working pressure was?
With all of these questions racing through my mind here is the conclusion I came up with. It is ok to say that you don’t know. I don’t need to be an expert today; that will come with time. Right now what I need to do is LISTEN. I need ask as many questions as come to mind, even ask the ones I don’t think of right away. I need to listen to potential customers, and I need to listen to the experts who are here to help me. I need to spend the extra time preparing for phone calls and face to face sales calls to educate myself with the right questions to ask before I make the call. Using the knowledge that I do have at this stage is a great jumping off point and emphasizes how valuable the training I have completed thus far has been. I would rather be respected as the sales person who can find the answer, versus hold no respect as the sales person who makes up the answer. Learning about as many applications as possible, while working towards building mutual trust will only help to strengthen the customer, The Hope Group, Parker and myself.
While I may not have defined what my personal style of sales looks like in my first week, I am confident that with the support around me I will continue to explore who I am as an official sales professional.