Creating Value

Here is a common question that I have heard throughout my career. It always starts like this, "Elizabeth, you are so genuine [insert nice, pleasant, or other positive adjective] why are you a sales rep?" The answer is simply, I am not. I am a sales professional. Semantics you say?Absolutely!

Be honest with yourself, when you hear sales rep, does an image of a greasy, orange skinned, white toothed grin come to mind? Can anyone say, cheap suit and diamond stud? Does your pulse quicken when you think of the last time your movie night was interrupted because a telemarketer wanted to inform you about their great deal on aluminum siding? Never mind that you rent or have a brick home.

Don't worry, I have the same prejudices, but my actions are different when I am interrupted by someone else's idea of a job. I feel sorry for the telemarketer that calls me, I actually enjoy taking their calls. I received one at work a couple of weeks ago that went something like this,
"Is this Elizabeth Cox?" [He was put through by reception, so YES]
"Yes it is, how may I help you?"
"Well my name is Joe Schmo, and I work for Web Development company X, and I am calling today to invite you to a webinar that will help you grow your sales through Internet lead generation."
"Really Joe, well I am in the middle of something"
"Oh, it will only take a moment, we have a new and exciting way to drive business to you through lead generation and you will have so many new prospects you will have to turn business away."
"Alright, just a minute then, what do you have for me?"
You could hear the excitement and the slight flutter in Joe's voice as he felt the pull on the fish hook and started to reel me in. The next 2 minutes went "blah blah" as I don't understand the first thing about google hits or lead generation. What I did hear was that he was reading off a cue card or other teleprompter and that at this point in the discussion I was listening to a pitch Joe had given on the rare occasion someone gave him 2 minutes of their time. I cannot get that 2 minutes of my life back (although it did give me a break to respond to a couple of emails)
"Joe, that is very interesting, can I ask you a few questions?"
"Absolutely, anything!" Oh boy, did I just want to reach through the phone and pat Joe on the head.
"Do you have any idea what we sell here?"
"no, but it's a coaching business right? Like football?"
"Close enough Joe."
"Do you know what I was doing when I took your call or what my day entails?"
"no?"
"Do you know what I do for my company?" "No, I am sorry what do you do? Are you the owner?"
"Joe, I am a sales rep like yourself. I am close to computer illiterate, don't have a website, can barely google a map, and I don't sell via the Internet. However, I know people and have relationships with companies that could utilize your type of product. But would you like to talk about how to identify a REAL prospect and create value?"
"Oh, I am sorry well I have to go..zzzzzzzzzzzzzzzzzzzzz"
Once again, another telemarketer hangs up on me, so sad.

I like sales because I like people. It makes my day when I can identify a problem and help be part of the solution. I don't believe it's my job to "close the deal", it's my duty (Thanks to Darrin Mish) to identify a need and "create a solution". Where personality and creativity comes into play is getting a person's time and attention. I can't do this if I am thinking about MY commission or MY bank account or MY needs. But I do this with great success and personal growth when I think about a potential prospect's commission, THEIR bank account and THEIR needs. Then I can create value for others if I have a solution, or I can remove them from my database if I can't identify a need.

In Rwanda I would like to pass along my passion for sales and marketing. It's a selfish act as I tend to learn and grow when I am teaching someone else. Plus I become actually giddy talking about branding, marketing and networking. Yes I am a marketing geek and love it! In my conversation with Barb last week we were talking about a Rwandian village that has started a sunflower seed oil coop for revenue. She was telling me about how they had harvested and manufactured the product and bottled it, but when the discussion came up about marketing the product during a village meeting they realized that none of the tribe had taken the time to cook with the product (It's not a local delicacy, but grows well in the region and is a good revenue source). They had identified their need to sell the product to feed their families, but had no personal experience as to why someone would find the product desirable. Oooh do I dream that I have an opportunity to work with them in Rwanda! I only hope they have more than two minutes for me.