The theory of karma can be defined as such, “the sum of a person’s actions in this and previous states of existence, viewed as deciding their fate in this and future existences.”
So, here’s a question. Should those that are dependent and, in some instances, responsible for a sales function,be more open to be a potential prospect than a typical decision maker?
For example, should they always take a cold call, respond to an unsolicited email, schedule time to take meetings or calls with sales people that want to make a pitch?
The spiritual among you may believe that the theory of Karma could in fact be in play with this question, at the very least there must be some credenceto “what goes around comes around.” However, for those that are a little more material,I have a theory.
Improve Your Sales Cycle
How can you expect to be an effective sales person or management leader if you cannot allow yourself to become a potential prospect? Or, to put it another way, why would you turn into the antithesis of how you would like your own sales people to be treated?
But there is more to my theory than just doing the right thing. Over many years,a number of my greatest insights have come from having the opportunity to talk to a sales person.
Let’s face it the process of selling is, at its core, a journey of discovery and education for both parties, that’s how it is supposed to be.
Of course, not all sales processes will be valuable, but we will never know that unless we are open to accepting that call, replying to the email and scheduling the meeting.I learn even when I hear a poor approach, it reinforces my thoughts and views on effective professional selling. When it is done well it helps me keep my fingers on the pulse of selling approaches and strategies, I even buy products and services too.
Perhaps it is like an airline pilot going into a simulator. By being sat on the other side of the table but still immersed in the sale as a buyer, provides an abilityto watch and learn how others navigate a sales cycle. Even if they crash and burn, it provides a very realistic view of what works and what doesn’t.
Who knows,you might even come across a sales person that demonstrates a compelling need you never thought you had! Let’s face it, we didn’t know we needed an iPod until one was created and sold to us.
So whatever your incentive, spiritual or material, if you are in sales or sales management or leadership, be a better and more open buyer. It’s just good for everyone.